Monthly Archives: November 2013

Procrastination in buying

There are basically four different obstacles when asking for the sale. 1. Value- they don’t see that there is a high enough value to make an immediate purchase. This either needs to be worth three times its value, top of … Continue reading

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Uncover want, Expose need; Expose need, Get the Sale!

The key here is to uncover the prospects wants. This is usually very personal and private. You have to really ask (keep asking why, dig and pry until you get to the core of their emotional buying motive) for they … Continue reading

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Incoming call or visit

Since they are coming in with an agenda, there are three things I do to take control of the sale and help with my closing. 1. I slow the visit/ call down. I usually do this by smiling, introducing myself … Continue reading

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Introduction to prospecting

This is the key to the basic introduction. If they visit or call you, they already have an interest or a need brought to the surface. You just have to ask the right questions to discover their buying motives. But … Continue reading

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