how to sell almost anything

Huthwaite is a sales coaching company based in Arlington,

Va., with 10 offices worldwide, including in Brazil, Australia and Singapore. It teaches a sales method developed 30

years ago by British behavioral psychologist Neil Rackham,

who studied more than 35,000 sales calls in 40 countries. We

talked to Huthwaite's chief executive, John Golden, about

the company's approach.

How To Sell Almost Anything

Edited by Susan Adam-Forbes Magazine and Presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam

Contact: [email protected] Cell phone: +84 945181000

http://blogs.forbes.com/susanadams/

Research the customer's needs

Do your homework before you start selling.

If you are selling medical devices and

your client is a hospital, probe the hospital's

needs before your first meeting


Edited by Susan Adam-Forbes Magazine and presented by Glocal.,Jsc (Distressed projects & companies to sell & buy in Vietnam


Ask the customer about her goals

When you first talk to a buyer, ask her what she needs and how

she wants to use your products.




Use your research to ask insightful

questions

Act as a facilitator to help the buyer learn more about how she

might use your product




Listen carefully

Salespeople who use the Hut Waite

approach often do more listening than

talking.




Come across like a consultant.

Make the customer feel she is getting the

advice of an expert who can help her

improve her business.




If the buyer has a purchasing team,

approach each member individually.

Go beyond the team leader and tap each

person to ask questions and address

individual questions and concerns.




Present your product as a way

to solve the buyer's problems.

Emphasize the customer's needs over the product's

qualities.




Thanks & Good results

Glocal.,Jsc (Distressed projects & companies to sell & buy in VietnamContact: [email protected] Cell phone: +84 945181000

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