Reference no: EM131359094

Discuss your experiences (good or bad) with sales people, why the experience was the way it was, and how you could improve the situation if you were in the sales person's role. Brad Haynes' Sales Theory (Keep or Toss) - Great sales people are not slick or pushy. They ask great open-ended questions to people, help potential customers discover their needs, understand how using a product/service can help them address the need, then present their solution to the problem. Closing a sale is the next logical step in a buying cycle if the questions have been good. Therefore, no pushing is required. We can all agree that when you help someone meet a need, you feel like you've done a good thing and get satisfaction in that moment. By nature, people want to help people who are struggling with an issue. Salespeople uncover issue(s) in a business setting using questions and actually listening to the answers to understand the root of the problem. Sometimes there's no way to help the prospect, and the good salesperson will tell them so. (It's called being honest.) If there are issues that they CAN assist with, good salespeople will then be able to explain options they offer that will help eliminate the issue/pain point for the customer. By explaining the benefits in ways that the customer can visualize the solution making their lives easier, the sale will progress. The more vividly and clearly the sales person can communicate the benefits to the customer, the smoother the sale will progress.