business, so get them talking by asking open-ended questions. Gather information and take note of any specific points of interest that you can refer to later. For example, details like remembering the names of her kids, where they are going on vacation, or what sports they like to play in their spare time, help build rapport and your relationship with the client. Making this connection and being personable shows that you are interested in more than just making a sale. It goes a long way in being memorable, exuding positive energy, and setting yourself apart from the competition. If you are looking to develop a dynamic sales method, one way that is proven effective for business owners, entrepreneurs, and sales professionals is consistent coaching and sharing failures and successes with others. This exchange and guidance help keep your sales approach sharp, which can often become dull 40 SPOTLIGHT MAGAZINE ON BUSINESS MAGAZINE • VOL 23 ISSUE 5
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