PeopleSmart in Business eBook - The Platinum Rule

salesperson and prospect have worked together on a common goal
since the beginning, there are few reasons why objections would be
voiced at this point. Th ere may be details to work out, but they won’t
get in the way. For professional sales and service people, the confi rmation
becomes a question of when, not if. If resistance occurs, it simply
indicates there is a need for gathering more information or clarifying
some details. Gaps in communication are not a problem because
experienced salespeople are willing to spend time with the prospect
until everything is understood and acceptable.
Step #5—assuring satisfaction
Professional sales and service people thrive on satisfi ed customers
and see them for what they are—assets! Th ese veterans begin assuring
customer satisfaction aft er the sale by changing hats from salespeople
to quality service providers. Th ey make sure the customer receives the
proper order on the right delivery date. Th ey also help the customer
track the results and analyze the eff ectiveness of the product or service
for the specifi c problem(s) addressed. By assuring the satisfaction
of each customer, professionals build a clientele guaranteeing future
business that will become annuities for life.
How to Sell Your Product or Service to
Dominant Directors
Dominant Directors want to know the bottom line. “What will
this do for me?” and “By when?” Just give them enough information
to satisfy their need to know about overall performance. Th ey
don’t want you wasting their time reconstructing your product bolt
by bolt, giving a laundry list of testimonials about your other satisfi
ed clients, or getting too chummy with them. Even if you don’t con-
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