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Cashier Number 3 Please by Terry Green

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STEPCHANGE: STRUCTURED SELLING

In selling to our clients I have averaged a near-100% success rate. It’s not because I am a fabulous salesman with a huge personality; it’s because I follow a process that works. Let me try to give you some insight into that process.

1. What’s your offer?

You need to be very clear about what you can offer the client. What are the products and services that you have available to sell? A salesman who always comes back with an order for something you haven’t got and can’t make isn’t a salesman – he’s an order-taker. He has applied no skill to the process of matching up prospects with what your business can do; he has simply held a meeting, listened to what the client has said they want and offered to supply it. That’s ...

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