The Heartbeat of Customer Service: Selling with Rhythm A Selling Guide

By Robert C. Davis

I have written this book to guide the reader through an evaluation of personal skills. I am sharing basic steps to follow to increase your sales IQ, your approach to using different types of sales techniques, and how to close more deals more effectively so that you and your customer will win every time. You can learn how to add more sales savvy and finesse to your skill set while not compromising the quality of the service that you are providing to your customer. You will also learn how to enjoy handling customer objections or concerns and use its benefits to your advantage. Furthermore, you will learn how to overcome your fears of rejection and delayed yeses. You will be more cognitive and will understand that breathing, taking deep breaths while selling, will help you to relax so that you can focus more and become a more effective and confident salesperson.

I can remember when I had my very first encounter with a selling professional. He was in the retail of jewelry; as a matter of fact, this gentleman inspired me to journey into this amazingly challenging but rewarding field of retail sales. The most profound thing that he said to me on that day, actually, was very simple, but at that time, it was the most powerful thing anyone had ever said to me in regard to selling. I was spellbound!

This gentleman said to me, "Everyone can find the product anywhere, but what a customer is really looking for is the right person to close them" (to sell the product to them).

In my sales journey, I have found that this quote is absolutely true and genuine. If you are looking for a fresh perspective that has been truly tested and proven and is very exciting, then this is a must-read.

• Language: English
• Publisher: Fulton Books, Inc.
• Release date: Aug 1, 2022
• ISBN: 9781638600541

Book preview

The Heartbeat of Customer Service

~Selling with Rhythm~

A Sales Guide

ROBERT C. DAVIS

Copyright © 2022 Robert C. Davis

All rights reserved

First Edition

Fulton Books

Meadville, PA

Published by Fulton Books 2022

ISBN 978-1-63860-053-4 (paperback)

ISBN 978-1-63860-054-1 (digital)

Printed in the United States of America

Contents

Introduction

Back to Basics

Evaluation of Personal Skills

Shifting Gears

The Rush Hour

Anticipation

Understanding the Truth

Negotiations

Closing Examples

Acknowledgments

Introduction

I have attained a business degree from an accredited college in South Carolina. With dedication, focus, and hard work, I graduated with a 3.5 GPA in the general studies of business administration with a minor in law. In my search for compatibility in the work arena, I have worked in the retail industry for over thirty years in one area of retail or another. I have always given my best to all my employers past and present. In most cases, not all of my employers have given me their all. However, I have managed to excel and learn what it takes to persevere and not quit. Along the way, I have worked very hard to learn to build volume gross and maintain high margins. I would like to call myself a complete-sales-producing closer.

I am not saying that I have failed to prosper, but I think that I have acquired something much more valuable. Looking back at my previous years of retail service, I have developed an amazing sense of confidence when it comes to providing customer service. I have also developed a very unique and successful style of building rapport with customers. I have experienced and enjoyed such a successful style of selling and customer service that I am eager to share this extremely strong and successful approach to selling with you. I will list some of the most pertinent and fundamental skills that I have developed along my selling journey. I promise you, if you can practice and master any of these skills, you will experience some of the same personal satisfaction and gratitude that I have over the years—maybe more.

Who says that you have to be a CEO of a Fortune 500 company or a top-level executive to experience success? Success is experienced at all levels. The small guy working a nine-to-five or the manager of a department store can experience a certain level of personal and professional success. I am writing this sales manual for anyone that is already in the workplace and needs some motivation to continue to win or for the person coming into the workplace who is just beginning.

I never thought that I could ever have this level of confidence that I have shared through the years with my customers while earning a living. I have enjoyed my personal accomplishments in sales while providing an immeasurable level of customer service. However, I really do not know just how much my previous employers valued my experience and sales savvy. If you have ever worked