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KIM DUKE "THE SALES DIVA" |
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The TSN Turning PointBy Kim Duke In Canada, we have a television network called TSN - The Sports Network. Each day the sportscasters choose a game that had a TSN Turning Point - a game was going one direction and then WHAM! Something happened and it went in another direction. This is the only useful piece of information I received from dating a sports nut, however, it has been put to good use! It All Happened In Front Of A Headstone When I first got into selling I used to cry in my car every day at 2 pm at a graveyard. The first reason was my car usually broke down at this time. The second reason was that I was receiving lots of rejection. Too many No's and not enough Yes's. Instead of analyzing what I needed to change in my client presentations - I absorbed rejection like a sponge. What's your TSN Turning Point? My TSN Turning Point happened in that 1978 green machine called Nellie. I was weeping away when suddenly I told myself "THIS IS CRAZY! I need to find out what the customer NEEDS instead of me TELLING them about my product. Telling isn't selling quickly became part of my DNA. Why Is It So Important To Ask Questions?Asking relevant and intriguing questions about your customer's needs and wants is one of the building blocks of selling. I can very quickly turn a WANT into a NEED every time I see a hot pair of shoes that I MUST have. When you discover what your client is really wanting - it makes it much easier to create what they want. Makes sense doesn't it? But common sense isn't so common! Why Does Rejection Happen in Sales?Rejection is caused by many things. However, in sales the most common reason you hear the word NO is because you haven't provided enough reasons for the client to say YES. You must do a quick mental check on what your appointment or sales conversation went like. Did you talk too much in the first 20 minutes? Were you speaking to the decision maker? You must dig deep and find out what the client needs and wants are. Find their TSN Turning Point. Make the game turn your way. Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at www.salesdivas.com The High Speed Sales Stiletto Camp
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