Monthly Archives: October 2013

Emotion

The motovation of every purchase is emotion. Since that is the case there are only four types of sales. 1. A strong desire for gain. 2. A strong desire to avoid pain. 3. When a prospect has only a small … Continue reading

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Ask for the sale

I used to work for a gym for a couple of years and this style of asking for the sale has always worked very well for me. I learned it from my manager (with little modifications) and he learned it … Continue reading

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The transition to the close

The TRANSITION: We covered a lot of material so, “let me sum it up”: -Like you said for your (goal/problems) the (benefits/solutions/expected outcome) through (features) will help you (reduce pain or increase pleasure), correct? Do you have any questions or … Continue reading

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Urgency

Urgency – Immediate/ Now/ Today 1. Pressure of society – a. of friends/ family/ other businessmen/ expectations and influences of others/ “keep up with the Jones’s” 2. Pressure of the salesman – a. persistence in asking for the sale, pushy … Continue reading

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How to talk about objections after you ask for the initial sale

Objections: “A harsh word stirs up anger,” so don’t argue, and “a gentle word turns away wrath.” Do to past experiences with salesmen they are expecting an argument so they are defensive and have their guard up. Remember, when your … Continue reading

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