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His company is spending thousands of dollars in advertising to attract customers and by not having adequate selling skills,|His company is spending thousands of dollars in advertising to attract customers and by not having adequate selling skills, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01436.wav |
He and his company both lost an opportunity to close a sale.|He and his company both lost an opportunity to close a sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01437.wav |
This is similar to throwing money out of your pocket.|This is similar to throwing money out of your pocket. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01438.wav |
What would a good sales professional have done in the same situation when asked,|What would a good sales professional have done in the same situation when asked, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01439.wav |
‘Can you have this machine delivered Friday morning?’ A good professional would have replied asking,|‘Can you have this machine delivered Friday morning?’ A good professional would have replied asking, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01440.wav |
If the prospect says ‘yes’ he has bought the product and is committed.|If the prospect says ‘yes’ he has bought the product and is committed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01442.wav |
In anoter scenario if a prospect asks, ‘Can I make a monthly payment?” An unskilled salesperson says, ‘Yes, of course.’|In anoter scenario if a prospect asks, ‘Can I make a monthly payment?” An unskilled salesperson says, ‘Yes, of course.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01443.wav |
The customer goes away thanking the salesperson for the information.|The customer goes away thanking the salesperson for the information. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01444.wav |
A good professional would reply, ‘Would you like to take care of your investment on a monthly basis?’|A good professional would reply, ‘Would you like to take care of your investment on a monthly basis?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01445.wav |
If the answer is ‘yes’, the prospect has bought the product and is committed.|If the answer is ‘yes’, the prospect has bought the product and is committed. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01446.wav |
This is the time to start writing the order.|This is the time to start writing the order. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01447.wav |
Always help your prospect to make minor decisions which imply the purchase because it is then that the major decision comes automatically.|Always help your prospect to make minor decisions which imply the purchase because it is then that the major decision comes automatically. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01449.wav |
For example: a car salesman says to the prospect,|For example: a car salesman says to the prospect, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01450.wav |
his decision to purchase the car has been made.|his decision to purchase the car has been made. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01453.wav |
A Salesman for a clothing line says, “This dress looks beautiful on you. The only decision you have to make is whether you want it in pink.”|A Salesman for a clothing line says, “This dress looks beautiful on you. The only decision you have to make is whether you want it in pink.” | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01454.wav |
or blue|or blue | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01455.wav |
The moment the prospect gives the decision on color, the prospect has bought the product.|The moment the prospect gives the decision on color, the prospect has bought the product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01456.wav |
The greatest presentation is wasted if the Salesperson does not know when and how to close:|The greatest presentation is wasted if the Salesperson does not know when and how to close: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01457.wav |
Both the timing and the technique of closing a sale, are very important.|Both the timing and the technique of closing a sale, are very important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01458.wav |
A good professional has to know when the buyer is ready to buy|A good professional has to know when the buyer is ready to buy | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01459.wav |
and how to emotionally (psychologically) engage the buyer in the decision-making process.|and how to emotionally (psychologically) engage the buyer in the decision-making process. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01460.wav |
At what point, a presentation results into a sale is hard to tell,|At what point, a presentation results into a sale is hard to tell, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01461.wav |
but a sales professional with experience develops an instinct that makes him sensitive to recognizing that moment.|but a sales professional with experience develops an instinct that makes him sensitive to recognizing that moment. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01462.wav |
Experience enables a good sales professional to gauge, as to how close he is to closing with the buyer.|Experience enables a good sales professional to gauge, as to how close he is to closing with the buyer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01463.wav |
NEVER GIVE THE PRICE WITHOUT ESTABLISHING THE PERCEIVED VALUE:|NEVER GIVE THE PRICE WITHOUT ESTABLISHING THE PERCEIVED VALUE: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01464.wav |
When should a person give the price? A price should only be given after the sales professional has created a picture of a solution or|When should a person give the price? A price should only be given after the sales professional has created a picture of a solution or | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01465.wav |
benefit or created a perceived value.|benefit or created a perceived value. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01466.wav |
Sometimes, the prospect might interrupt and ask, ‘Just tell me the price, what does it cost?’|Sometimes, the prospect might interrupt and ask, ‘Just tell me the price, what does it cost?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01467.wav |
Sometimes, the buyer will abruptly or impatiently ask for the price, even before you start your presentation.|Sometimes, the buyer will abruptly or impatiently ask for the price, even before you start your presentation. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01469.wav |
In a situation like this, what should a Salesperson do?|In a situation like this, what should a Salesperson do? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01470.wav |
There are many salespeople who start throwing numbers and pricing of various products or services. To this the prospect may say,|There are many salespeople who start throwing numbers and pricing of various products or services. To this the prospect may say, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01471.wav |
Thank you very much I'll get back to you.|Thank you very much I'll get back to you. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01472.wav |
What is the biggest mistake the Salesperson made? He gave away the price without establishing the perceived value.|What is the biggest mistake the Salesperson made? He gave away the price without establishing the perceived value. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01473.wav |
A good professional will never give the price till he establishes the need, the solution and the value of the solution|A good professional will never give the price till he establishes the need, the solution and the value of the solution | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01474.wav |
because people buy the package and not the price.|because people buy the package and not the price. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01475.wav |
A good professional would say, ‘I'll be happy to quote the investment, provided we both agree that we have the appropriate solution that meets your needs. What if we are not able to take care of your needs?’|A good professional would say, ‘I'll be happy to quote the investment, provided we both agree that we have the a... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01477.wav |
Giving out the price without giving the benefit first will send a wrong message.|Giving out the price without giving the benefit first will send a wrong message. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01478.wav |
It is misleading and meaningless and may hurt the Salesperson. Inadequate information brings rejections.|It is misleading and meaningless and may hurt the Salesperson. Inadequate information brings rejections. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01479.wav |
A cardinal rule for a good sales professional|A cardinal rule for a good sales professional | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01480.wav |
Never give the price without establishing the perceived value.|Never give the price without establishing the perceived value. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01481.wav |
Chapter Eleven: What Buyers Need and Want|Chapter Eleven: What Buyers Need and Want | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01482.wav |
They allow us to be in business.|They allow us to be in business. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01485.wav |
It is crucial that we understand our buyers’ needs because unless we understand them, we cannot meet them.|It is crucial that we understand our buyers’ needs because unless we understand them, we cannot meet them. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01486.wav |
Are buyers not looking for reliable, competent and quality vendors?|Are buyers not looking for reliable, competent and quality vendors? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01487.wav |
Of course they are Buyers are willing to reward sellers who meet the following criteria: One. Positive attitude|Of course they are Buyers are willing to reward sellers who meet the following criteria: One. Positive attitude | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01488.wav |
People with a positive attitude are attractive like a magnet because they show their willingness and desire to serve.|People with a positive attitude are attractive like a magnet because they show their willingness and desire to serve. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01489.wav |
They radiate positive energy around them.|They radiate positive energy around them. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01490.wav |
Negative people repel other people.|Negative people repel other people. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01491.wav |
Putting yourself in the other person’s shoes ensures that you would do the right thing and not take advantage of the other person’s situation.|Putting yourself in the other person’s shoes ensures that you would do the right thing and not take advantage of the other person’s situation. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01493.wav |
It follows the golden rule: “Treat others the way you want to be treated.’|It follows the golden rule: “Treat others the way you want to be treated.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01494.wav |
For people with integrity, practicing the golden rule is not a strategy but a way of life.|For people with integrity, practicing the golden rule is not a strategy but a way of life. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01495.wav |
Three. Reliability - Shows that you keep your word and meet your commitments.|Three. Reliability - Shows that you keep your word and meet your commitments. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01496.wav |
Four. Dependability|Four. Dependability | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01497.wav |
It is the warranty or guarantee that you can be trusted.|It is the warranty or guarantee that you can be trusted. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01498.wav |
Five. Honesty - A person who tells the truth and lives by the principle of integrity.|Five. Honesty - A person who tells the truth and lives by the principle of integrity. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01499.wav |
Six. Enthusiasm|Six. Enthusiasm | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01500.wav |
It is infectious A smiling attitude and willingness to go that extra mile to complete the task undertaken|It is infectious A smiling attitude and willingness to go that extra mile to complete the task undertaken | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01501.wav |
will result in customer satisfaction.|will result in customer satisfaction. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01502.wav |
Seven. Knowledgeable - The salesperson can be a counselor and a guide as the customer relies on the expertise and knowledge of the salesperson educate the buyer.|Seven. Knowledgeable - The salesperson can be a counselor and a guide as the customer relies on the expertise and knowledge of the salesperson educate the b... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01503.wav |
Give enough information to allow the buyer to make an informed decision.Display your competence.|Give enough information to allow the buyer to make an informed decision.Display your competence. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01504.wav |
Speed can become a major competitive advantage.What are your benchmarks - two hours, two days, two weeks, two years or never?|Speed can become a major competitive advantage.What are your benchmarks - two hours, two days, two weeks, two years or never? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01506.wav |
Nine. Personalized Service|Nine. Personalized Service | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01507.wav |
A customer is a human being and not a number.|A customer is a human being and not a number. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01508.wav |
Customers require individualized service because they are not just statistics or data at your company.|Customers require individualized service because they are not just statistics or data at your company. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01509.wav |
They are people with feelings and emotions and hence need to be treated with respect.|They are people with feelings and emotions and hence need to be treated with respect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01510.wav |
Ten. Practice win-win|Ten. Practice win-win | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01511.wav |
Believe in earning money or getting compensated by providing value to the buyer.In other words, earning money by solving other people’s problems.|Believe in earning money or getting compensated by providing value to the buyer.In other words, earning money by solving other people’s problems. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01512.wav |
Eleven|Eleven | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01513.wav |
Eleven. Courteous - A courteous person, though not very sharp, will go much further than the sharpest discourteous person.|Eleven. Courteous - A courteous person, though not very sharp, will go much further than the sharpest discourteous person. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01514.wav |
Courteous people have a lot of likeable traits. They reflect good etiquette and manners.|Courteous people have a lot of likeable traits. They reflect good etiquette and manners. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01515.wav |
Courtesy is warmth that makes the other person feel welcome.|Courtesy is warmth that makes the other person feel welcome. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01516.wav |
It is respecting other people’s time.|It is respecting other people’s time. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01517.wav |
It is the polite behaviour that makes the other person feel important.|It is the polite behaviour that makes the other person feel important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01518.wav |
Communicate to express, not to impress.|Communicate to express, not to impress. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01521.wav |
Fifteen. Respect and Recognition|Fifteen. Respect and Recognition | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01523.wav |
Treat the customer well.make him feel secure, in control and important.|Treat the customer well.make him feel secure, in control and important. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01524.wav |
By paying attention to a person’s emotional needs, you will be addressing the basic needs of a human being and you will draw the customer towards you.|By paying attention to a person’s emotional needs, you will be addressing the basic needs of a human being and you will draw the customer towards you. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01525.wav |
Sixteen. Transparency|Sixteen. Transparency | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01526.wav |
Be open and honest with your customer he should not get the impression/feeling|Be open and honest with your customer he should not get the impression/feeling | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01527.wav |
that you are either hiding important elements in fine print|that you are either hiding important elements in fine print | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01528.wav |
or that you won’t deliver what you promised.|or that you won’t deliver what you promised. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01529.wav |
Professionalism is a composite of all of the above.|Professionalism is a composite of all of the above. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01531.wav |
It comprises of being friendly without being overfriendly, not taking the client for granted, not ignoring basic etiquette,|It comprises of being friendly without being overfriendly, not taking the client for granted, not ignoring basic etiquette, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01532.wav |
not taking liberties, always maintaining decency, using positive words, avoiding sarcasm|not taking liberties, always maintaining decency, using positive words, avoiding sarcasm | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01533.wav |
and controversial topics such as religion or politics.|and controversial topics such as religion or politics. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01534.wav |
Always remember that you are there for business and not to score a point.|Always remember that you are there for business and not to score a point. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01535.wav |
The moment a person walks into your showroom or office they have earned the right to courtesy,|The moment a person walks into your showroom or office they have earned the right to courtesy, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01536.wav |
whether they buy anything or not.|whether they buy anything or not. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01537.wav |
A Winning Principle is the principle of always underpromising and over-delivering.|A Winning Principle is the principle of always underpromising and over-delivering. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01538.wav |
Caution: If you always over-deliver, then over deliverance becomes the bench mark and becomes an expectation of the buyer.|Caution: If you always over-deliver, then over deliverance becomes the bench mark and becomes an expectation of the buyer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01539.wav |
The day you don’t meet their expectation, they feel disappointed and that you have under delivered.|The day you don’t meet their expectation, they feel disappointed and that you have under delivered. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01540.wav |
Hence a good principle to live by is, under promise but don’t over-deliver.|Hence a good principle to live by is, under promise but don’t over-deliver. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01541.wav |
Over- deliverance should be the exception, or a pleasant surprise.|Over- deliverance should be the exception, or a pleasant surprise. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01542.wav |
Unexpected pleasant surprises go beyond customer satisfaction. They lead to customer delight,|Unexpected pleasant surprises go beyond customer satisfaction. They lead to customer delight, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01543.wav |
which in turn creates a ‘wow’, resulting in customer loyalty.|which in turn creates a ‘wow’, resulting in customer loyalty. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01544.wav |
This keeps bringing the customers back to experience that ‘wow’ feeling again.|This keeps bringing the customers back to experience that ‘wow’ feeling again. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01545.wav |
When they have that feeling, they become enthusiastic and tell others about their experience.|When they have that feeling, they become enthusiastic and tell others about their experience. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01546.wav |
Hence, the word-of-mouth advertising and referrals lead|Hence, the word-of-mouth advertising and referrals lead | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01547.wav |
to more business through positive publicity.|to more business through positive publicity. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01548.wav |
Credibility, is the trustworthiness of the salesperson and the organization.|Credibility, is the trustworthiness of the salesperson and the organization. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01549.wav |
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