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Your salespeople’s Versatility is the single best predictor for getting second appointments, winning sales, and getting referrals.Īt first glance, some salespeople just seem to have a knack for reducing relationship tension and quickly putting almost anyone at ease in any situation. What makes the difference between successful and unsuccessful communications with customers? One word-Versatility. In other words, you must have a trusting relationship. All sales methods-Solution selling, Counselor selling, and Strategic selling-require customers who are willing to share information, express honestly their needs and concerns, and remain open to your suggestions. The common factor among all of these experiences is that they result from a poor connection between the salesperson’s style of communicating and the customer’s communication preferences.
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A salesperson uses an approach with one customer to great success, but the same approach with another customer causes them to become impatient and tense.A customer cut a meeting short or doesn’t return the salesperson’s calls.You have a surprising sales loss at the proposal stage because of a undisclosed need or concern.A salesperson returns from an important client call with no new information or insight into the customer’s need or problem.Have you ever experienced any of the following?