Wealth Without a Job: The Entrepreneur's Guide to Freedom and Security Beyond the 9 to 5 Lifestyle
onds to make this interruption appealing, to make a connection, and to give your prospect a good reason to listen to you. Until ...
Selling Dos and Don’ts DO Have fun with it. Practice with the low-priced item. Your success will most likely remove the majorit ...
Sales Dialogue 1 takes you through the entire process with sam- ple dialogue and commentary so you learn the steps. We use this ...
The word choice (hear, say) indicates he could be primarily auditory. Respond using auditory language at a steady rate and use t ...
Determine if the prospect has ever taken something similar. John:Yes, I have. If the prospect says no, skip the next few questio ...
John:The method they taught us was difficult to understand, and my sales didn’t improve. Hot button: Difficult process. Also, th ...
by-step process and helps you know where you are at any point in the sales process. We spend almost two full days on this map, g ...
to use the sales map, how will you feelwhen you are able to in- crease the amount of money you have coming in? What will this al ...
1.John:I would like the May Training. The September Training is too late. The prospect has purchased. Fill out the paperwork imm ...
Most likely objection is just a smokescreen for an objection your prospect has not mentioned yet. Once you find out the real obj ...
neighborhood. By using the phone book and directory assistance, Bill has compiled a list of prospects for cold calling. In the p ...
1.Prospect: We’ve been discussing finishing the basement. 1.Bill:What would you like to change about your basement? You are now ...
information about his or her method of internal representation (primarily visual, auditory, or kinesthetic processing?). Listen ...
Bill:That is impossible to say without looking at your basement. Af- ter our meeting, I can (show you)(tell you) (give you a fee ...
Bill:OK, I look forward to meeting with you. Fast-forward to personal appointment at the prospect’s home. Bill is prepared with ...
The prospect chooses the materials he wants, and Bill returns to the basement to take measurements. This is Step 3 of the Sales ...
Do you think he would make the sale? Of course not. Then Bill goes through the features of his price quote before naming his pri ...
Use the same downward inflection of your voice on this closing question, too. 2.Prospect: Not so fast. I don’t think I will be r ...
I live in a safe and friendly (universe) (state) (city) (town) filled with people who support my purpose and give me what I wan ...
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