|
|
Article: Eternal truths of selling: the techniques outlined in a 75-year-old Baldwin selling manual still work today--listen to your customers, address their objections, and know your product inside and out.(BOB POPYK ON SELLING)
- Article from:
- Music Trades
- Article date:
- April 1, 2005
- Author:
CopyrightCOPYRIGHT 2005 Music Trades Corp. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
|
I was reading a book the other day on the basics of sell-in--particularly selling higher-ticket musical instruments. It was great stuff: It talked about how to find customers, how to demonstrate, and how to close. I am going to quote exactly word-for-word from the book: "It has been found that in order to make a sale, a salesperson must observe six simple principles:
(1.) DON'T TALK TOO MUCH YOURSELF. Get your customers to do the most of the talking.
(2.) DON'T INTERRUPT. Let them state their objections fully without jumping in.
(3.) DON'T EVER GET BELLIGERENT OR OVER-POSITIVE. Sure you know the instrument inside and out, but don't let your ...