The Science and Art of Selling by Alen Majer

Alen Majer is a sales expert, writer and trainer; author of this very successful sales blog. He draws upon more than 20 years of international sales, management, business development, training, coaching and entrepreneurial experience. He brings real-world knowledge and expertise into each article he writes, or training he facilitates. His high-energy, driven, and focused entrepreneurial spirit allows him to confidently approach a myriad of business problems with ease.

Alen is very passionate about motivating sales professionals to achieve their goals even faster than they would without his guidance. He believes that secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell.

Alen is author of these books:

Selling IS Better Than Sex – www.SellingIsBetter.com
Trigger Events – How to Find Your Next Customer
Crucial Points to Succeed in Sales ( and Life)
How to Sell to Americans
The Selling Process (“Kako prodavati” – Croatian language)

Fact-Finding is your mission

How to sell to your prospects today? Start with the fact-finding.

Don’t be afraid to ask questions that will help you understand your customer’s situation. Don’t be afraid of what objections your prospect might bring up. You will actually make your sale much easier with the good fact-finding. You want to uncover your prospects needs and wants even if they don’t realize he or she has them at this point.

Also you will probably hear some negatives from your prospects, and by uncovering those objections you will be able to tailor your presentation to deal with those potential negatives in the most effective way.

A good fact-finding shows that you are concerned about the customer’s needs and you are not like every other sales person who is simply trying to sell the product to him.

 To quote myself from the book Trigger Events, “All needs are easy to understand once they are discovered; the point is to discover them.”

Remember: Fact-finding IS selling.

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Get the book Trigger Events today and start selling to new customers tomorrow!

$17.95 – Shipping cost included in the price. To order the electronic version (e-book) please click HERE.