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From accurately sizing up the customer to ensuring the sale is properly closed
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Based on the five stage OIMCO selling model?this guide?covers opening-phase selling skills, which?includes taking control of selling space and sizing up the customer. Next are interviewing-phase selling skills, including asking open-style questions, listening actively, and triggering?the customer's imagination. Matching-phase selling skills include applying the SELL formula, translating benefits into real money,?and mastering the art of storytelling. Closing-phase selling?skills include?tuning in to buying signals, manufacturing a close, and perfecting the art of silence. Lastly, objection-handling-phase selling skills include conditioning oneself positively to objections, prehandling predictable objections, and playing CATCH with every objection raised. These?stages are all neatly summed up in 52 skill honing sections, with skill-enhancing exercises, to perfectly suit a busy life in sales.
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Roger Brooksbank has extensive experience as a sales manager, marketing director, and business owner.?He is now a professor of marketing.
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