Tham khảo tài liệu 'what you need to know to close every sale selling power_1', khoa học xã hội, kinh tế chính trị phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | MASTERING THE ESSENTIALS OF SALES 2. Nervous CEOs are drawing up massive restructuring plans cutting budgets bonuses inventory travel payroll advertising suppliers and above all unprofitable divisions. 3. Nervous middle managers are beginning to wear more and more hats working harder assuming more responsibility spending under budget and squeezing their suppliers even harder than before. While managers are busy restructuring the company rewriting budgets redesigning marketing plans and reshuffling responsibilities the real challenge of selling at a profit often gets overlooked. What can sales executives do to improve profits Plenty 1. Spread the word every single day that profitable sales are the only insurance of continued employment. Profit is the lifeblood of your company s future. Profits mean survival and growth opportunities for every member of the company. 2. Put profit eaters on a starvation diet. Cut waste fat and long-winded discussions. Get more done in less time. 3. Train salespeople to sell price with pride quote list and replace the word discount with work that adds real value to the sale. When a customer receives valuable ideas competent service and professional treatment the pressure to discount will melt. Resist demands for discounts by selling the value of your 62 MASTERING THE ESSENTIALS OF SALES company testimonials service training appearance and personal competence in addition to your product. Stop selling price start selling value. 4. Protect your business against fraud improper accounting methods employee theft kickbacks and other illegal schemes. Loose ethical guidelines lax security and careless supervision cause an everwidening leak in your shrinking reservoir of profitability. 5. Think productivity. Productivity leads to profits. Ask these productivity questions every day How can your salespeople meet with more customers every day How can they close more sales with fewer calls How can they close higher sales on each call How can they .
