Browse by category
BE A GENERATOR
Saturday 17th, May 2008
Add contact
Every organization has
two types of sales reps -- generators and interceptors. Generators
represent only 20 percent of the sales force, but consistently produce
80 percent of the business. Why is that? Well, if you study the
generators, you'll discover they have seven characteristics. Let's
study these traits and decide how they can become ours. •
First, generators are well rehearsed. They
invest time in preparation. They believe spectacular achievements are
the result of unspectacular preparation. •
Second, generators are relationship builders. They know that all things being equal, prospects buy
from the sales rep they know, trust and like. More importantly, they
understand that all things not being equal, buyers do the same thing
-- they buy from sales reps they know, trust and like.
• Third, generators work at the right
things. They focus on those few sales
activities that make the big difference.
•
Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter
every selling situation.
•
Fifth, generators ask probing questions.
They ask the right questions -- the questions that arouse interest
with prospects.
•
Sixth, generators talk to the decision makers. They do not want to give their presentation for
practice.
•
Finally, generators manage the buying process. They help along the prospect's decision to buy.
Be a generator!
Make 2008 great in every
way!
Good
luck and good selling,
THE
ART OF LISTENING
• Look people straight
in the eyes when they are talking.
• Give them your undivided
attention. This communicates that you think what they have to say is
important.
• Listen to what people are actually saying.
•
When you really listen, it makes your use of questions more
productive; you will uncover what they are not saying.
• When
you uncover what they are not saying, you have helped them discover
what they needed to say, but didn't know how.
This is the magic of
listening in selling.
Latest postings
LIFE INSURANCE PRODUCTS
BASIC CONCEPT
Insurance products are usually referred to as ‘plans’ of
insurance. These plans have two basic elements. One is the ‘Death
cover ...
more >>
PRINCIPLES OF LIFE INSURANCE
LIFE INSURANCE CONTRACTS A life insurance policy is contract, in terms
of the Indian Contract Act, 1872. A contract is an agreement between
two or mor...
more >>
