Group Forums >> Creativity in Sales >> How do you sell?
How do you sell?
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Posted 5 months ago In the medical field when interviewing for salesmen,I would often ask candidates the following; "A hospital is a big institution, how do you sell to a hospital?
In that content, in one paragraph or less, how do you sell to your marketplace? |
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| Posted 5 months ago Jim you are tying my hands here with one paragraph. Good question. Hmmmmmmm how long of a paragraph? weg The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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4511 posts back to top |
| Posted 5 months ago
How do I sell?
I listen and gather information. I confirm that the information I seek and learn is correct. I discover how the client wants to be communicated with and then I give them what they need. Often times what they need is different than what they want. We explore together discovering wants and needs and tie them together in a structure the client understands and appreciates. Together we build rapport with the relationship that enhances the trust and value guiding the client to an enjoyable ownership exchange.
Whew wiping sweat from forehead I think I did it.
The time is now to grow and learn as much as possible. Take action and responsibility for your actions
Join me at http://twitter.com/rich34232
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18 posts back to top |
| Posted 5 months ago Find out who the decision maker is, introduce myself to their gatekeeper and have them schedule me in for an appointment or lunch date with them to introduce myself and establish rapport. Set followup appointment to determine their requirements. Schedule another appointment, Prepare and present my proposal discuss proposal answer questions, handle objections close the deal. www.virginiabahs.com
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| Posted 5 months ago rich34232 says ...
Rich, just think of a young professional looking for their first job and to be asked this question. There is no right or wrong answer but the logic can be flawed. |
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| Posted 5 months ago rich34232 says ...
Rich, you did it, I assume your client is the decision maker. |
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| Posted 5 months ago vrbahs says ...
If I were to answer this question in one statement, it would be, "I would find the person who makes the decision. We are on the same page |
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| Posted 5 months ago Would a hospital have a board that you need to meet with??? I know some places don't have just one person that makes the decision it has to be taken before a board.??? Like some church's have a vestry and the vestry has to vote on financial questtions one person cannot be a renegade and decide on his or her own. HarrietAlison
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| Posted 5 months ago HarrietAlison says ...
harriet, you have the right answer, find out how decisions are made! |
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| Posted 5 months ago why waste their time and mine if they are not the decision maker.That is complete prior to contact The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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| Posted 5 months ago rich34232 says ...
right on my brother! |
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| Posted 5 months ago Harriet you are correct however if we take a minute and really look into the bright light we see that there is ONE person who has the power of persuasion over the rest in those groups. Whether it is the church,hospitol. Find them and have them represent for the both of you.Once they are on yoru side( your friend) The sky is the limit. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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4 posts back to top |
| Posted 5 months ago I sell them on the one thing that my competition will never have....which is me. When people buy something from me, they are getting an experience that none of my competitors can come close to. Making sure customers remember me out of a sea of competitors is not an easy thing to do though. |
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| Posted 5 months ago rich34232 says ...
Right on Rich, a key influnencer, there may be mutlple people involved, and they all may have different needs to be addressed, but one person will carry the most weight. |
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| Posted 5 months ago It may also be that one person may know more about buying a new AC unit and another may know moe about Advertising. Someone else may have more knowledge about purchasing paint or a sign. It may depend on what is being bought as to who is ost influential. HarrietAlison
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| Posted 5 months ago HarrietAlison says ...
right on!! |
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4511 posts back to top |
| Posted 5 months ago folsom right on and the correct way to think. The time is now to grow and learn as much as possible. Take action and responsibility for your actions
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