By Pauline Rowson
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Additional resources for Easy Step by Step Guide to Successful Selling (Easy Step by Step Guides)
I will often ask someone to firm it up. Don’t do the double clutch handshake. This is often referred to as the Politician’s Handshake. This is where someone takes your hand in both of theirs. It is done to try and reassure you that they are on your side. It is also often interpreted as being patronising. People who have a dominant personality use it in the main -more about this in Chapter 11. – 53 – EASY STEP BY STEP GUIDE TO SUCCESSFUL SELLING Women should practice what I call the man’s handshake; they should take the whole hand and not just the fingertips.
The benefit of that feature is simple for all to see but you need to reinforce it to your prospect: For example: ‘Which means Mr Jones you won’t have to waste time driving around trying to find somewhere to park. e. the free parking. ’ Can you see how much stronger I have made this feature by stressing the benefits? But you may be asking why do I have to say these things? The prospect isn’t stupid. Well, you need to say them for two reasons: 1. The prospect may not be able to make the leap between the feature and the benefit.
Open situation questions So, in order to stimulate discussion we need to ask open situation questions. These are questions that are designed to probe the prospect’s situation. For example: How many staff do you employ? What sort of markets do you operate in? Where do you currently export? – 62 – O PEN SITUATION QUESTIONS If we take the theatre example used earlier, where we were selling box office tickets to group bookers, we can ask: What sort of shows does your group enjoy? How often does your group attend shows during the year?