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Selling Tips
When you have successfully gained
favorable attention, proven yourself and
discovered their
needs, it is time to get their
commitment. Always remember:
1) People make decisions based on
their own criteria. If you have managed the
process correctly, you should have discovered
those motives during your needs discovery
interviews and re-qualified them at every
subsequent step.
2) A positive decision will be
made only if the prospect:
a) has trust in you.
b) believes you can help them.
c) understands how you will help
(i.e., what you will do).
d) sees the cost as an investment
with an attractive return.
e) perceives urgency to act now.
f) visualizes the benefits of the
results.
3) A positive decision is the
natural and logical next step in a series of
mutual agreements and desires to continue at
every point in the buying/selling process.
4) You must expect to get a
positive decision; expect to win and you must
have the attitude that goes along with it.
5) After you have asked for the
decision, stop talking.
▶
Tips for Maintaining a Positive
Sales Attitude
▶
Staying Motivated is crucial in
Sales
▶
Tips for Time
Management
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