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Sales Professionals

9 secrets for closing sales

with today’s highly informed

customers

Prospects have a lot of product customers conduct research online before purchasing.
knowledge but still need your advice Today’s salesperson must be prepared to interact with this
highly informed individual and offer personalized advice to
The secret to making consistent sales is to stop selling. enhance what they already know.
Instead of pushing for a transaction, salespeople should ask 2. Listen actively and bring value
questions, make statements and suggest value propositions Successful sales people are genuinely helpful. Listen closely
that help today’s customers realize they have a need to to what your prospective customer is saying and respond
address. with solutions that meet those expressed needs. This is how

With that in mind, here are nine essential tips to help sales you help prospects make their own decision to buy.
professionals generate more consistent sales. A sales professional will soon lose credibility if he or she
1. Be prepared and adopt an advisor mindset doesn’t show a deep understanding of a prospect’s needs
The best salespeople are trusted advisors. That’s truer or doesn’t understand in detail his or her own company’s
now than ever with research indicating that over 70% of offerings.

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www.cambridgechamber.com 17
Fall 2018