1. Are able to relate
to people easily. They can build rapport
very quickly; understanding people are different and each type requires
appropriate approach and conversation.
2. Let the customer
talk most of the time (preferably 80% of
the time) by asking open ended questions to discover the needs and
requirements of the customer.
3. Can recognize and
relate to the objections and do not get
defensive when handling objections.
4. Are able to identify
and prioritize the requirements of the
customer; and not just the apparent ones but possible hidden needs like
status and prestige.
5. Know their
products or services inside out and are
able to find a good match between customer requirements and what the
product and/or service can deliver.
6. Talk about
benefits rather than features.
They are able to express benefits in a simple yet effective and relevant
7. Always look for
ways to improve their skills and knowledge.
They attend seminars, read books and listen to tapes and CDís to
discover new ways of increasing their effectiveness and productivity.
8. Are determined to
win. They clearly understand the
definition of success in their environment and the rewards that are
attached to attaining it. They like to talk about their major
achievements and look forward to doing even better.
9. Are self confident
and generally happy people. They donít
necessarily show their burning desire to win to the outside
10. Like to help
others when they can afford the time,
however they also clearly understand that time is the most important
resource they have and the only one that can not be recovered.
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