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Chapter 2. Value the Quick Sale > CASE STUDY: COMPARE THESE SALESPEOPLE

CASE STUDY: COMPARE THESE SALESPEOPLE

Amanda just took a job selling copiers to large companies. Right out of college, she has little experience in business. The person who would normally train her is on paternity leave. On her first week of sales calls, Amanda tried to put into practice something she had read about: creating rapport with clients. When approaching a customer, she commented on everything in the office that lent itself to small talk—photos, diplomas, awards. The trouble was that nearly 20 minutes passed and she still hadn’t got around to presenting her product. She caught the prospect looking at his watch several times, and her 30-minute meeting time was about up.

Emily, also a recent college graduate, took a job selling beauty supplies to hair salons. She received two weeks of intense training, which taught her proven sales techniques. Like Amanda, she opened conversations with prospects by chitchatting. But she quickly moved on to describe her shampoos and conditioners, mention their high mark-up potential, explain their superiority over other brands, and ask for the order. She was in and out of every prospect’s office in less than 15 minutes.


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