The Edge - Q4 2012 - (Page 14)

POOL & SPA SALES | by David M. Fellman TRANSPARENT SELLING “I CAN SEE right through you,” said the buyer to the salesperson. “I know exactly what you’re trying to do!” Is that a good thing or a bad thing? Th is may surprise you, but I think it’s a very good thing. I believe that the best selling is highly transparent – no tricks, no games and no subterfuge. The great salespeople don’t trick anyone into buying from them; they help 14 www.nespapool.org their prospects and customers reach an unmistakable conclusion. When a great salesperson makes a sale, there’s no buyer’s remorse, just the confidence that comes from making a good decision. SELLING IS A GAME I should probably clarify this point: The great salespeople don’t play games, but many great salespeople do look at selling itself as a game. I think that’s a healthy attitude, especially considering that salespeople “lose” more frequently than people in most other job categories do. The great salespeople probably lose less frequently, but you still can’t win ‘em all, no matter what game you’re playing. http://www.nespapool.org

Table of Contents for the Digital Edition of The Edge - Q4 2012

The President’s Message
Marketing to the Affluent at Higher Margins
Transparent Selling
Project Focus
Are Your Labor Rates Killing Your Business?
Chlorine in the Air and What to Do About It
Index of Advertisers

The Edge - Q4 2012

https://www.nxtbook.com/nxtbooks/naylor/NSPQ0113
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0412
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0312
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0212
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0112
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0411
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0311
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0211
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0111
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0410
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0310
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0210
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0110
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0409
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0309
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0209
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0109
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0408
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0308
https://www.nxtbook.com/nxtbooks/naylor/NSPQ0208
https://www.nxtbookmedia.com