the golden sales approach

A salesperson, should respond directly to the buyer's concerns. A salesperson should clearly respond to all aspects of the buyer's concern with proof by supporting the salesperson's persuasive response, but with empathy as a guide. The proof will add high credibility to the persuasive statements and the sales message, overall.However, a salesperson shouldn't dive into bombarding the buyer with too many details, instead, keep it short and simple until it is learned that the buyer is further interested and that he/she would probably like to be entertained with extensive data and information. During this next stage of the conversation, the salesperson should practice good active listening sklls, as always. Good listening consistently includes receptiveness to words, feelings, and thoughts. Also, a salesperson should probe periodically in order to keep the conversation relevant to the buyer's concerns, thoughts, and needs. If dealing with a sensitive area such as emotional type concerns, a salesperson should definitely keep in mind the following, as always:Maintain good eye contact
Look for acceptance signals through body language
Look for disagreement signals through body language
Identify and Interpret nonverbal signals correctly
Be prepared to alter a selling strategy by slowing, changing, or stopping a planned presentation.
Respond nonverbally and verbally to a buyer's nonverbal cues.
Sometimes it is best to do a little homework and re-approach a sensitive matter with a good plan of attack, rather than to hastily come up with a rough draft strategy and attack it right away.

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