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By Rengifo, Heinen, Gramming

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9 Your IT department might restrict use or flexibility of the company system. 9 You might not have the staff or time to convert data—transcription, scanning, etc. 9 You could lose your PDA or handheld computer. 9 A virus in your desktop computer or on your company’s network could cause you to lose everything. Whatever contact management software you choose, be sure it is flexible enough to allow you to create your own fields. ” In this field, you could record how you know a customer. Perhaps you met this person at a conference, professional association meeting, school alumni party, or even at the gym or in a seminar.

SALESPERSON (in a very direct and businesslike manner): This is Tony with XYZ. We met at that trade show in Sacramento and I wanted to know when you’re going to place an order. CUSTOMER (stammering a bit): Well, uh. Yes, I think I remember being Identifying Personality Types Over the Phone 39 at your booth, and as I recall I was with Landry and Neal. Uhm. This is really their department. Maybe I can get them to call you. It’s great to hear from you; maybe call back later when I’ve talked with them.

Harmony equals sales. Learning to get on the same frequency as each of your customers will dramatically increase your close rate. You may think that recognizing a customer’s personality type may be more difficult over the telephone than in person, but there are definitely clues you can learn to identify. 40 Selling to Anyone Over the Phone Once you are accustomed to the process, identifying your customer’s buying styles over the phone will become an easy exercise for you in just about every call.

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An Analysis Of Order Submissions On The Xetra Trading System by Rengifo, Heinen, Gramming


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