25/01/09 19:30 When you can get your customer TO TELL YOU that the product will save them money and eventually pay for itself. Building value is not about puking out features and benefits. When do you know they are sold? When THEY TELL YOU they are sold. You need to constantly check for agreement. Always…
25/01/09 19:33 The “Master Closer” concept comes from a book called “The Art Of Closing Any Deal” by James W. Pickens. There is a big difference between order takers, sales people, closers and master closers. Before you can appreciate the skill of a master closer, you have to understand what makes a salesman just a…
