More On The Basics Of Selling

• You have to establish trust.
  • Trust is needed to eliminate fear, uncertainty, and doubt in the customer's mind.
  • Keeping promises is one way to establish trust.

• In order to establish trust you have to convince your customer that you have their best interests in mind.
  • The basic goal of selling is to serve each customer's perceived self interest.
    • What should you be telling your customer to show them that this sale is best for them?

• You have to understand the needs and motiviation of your customer.
  • You do this by carefully listening to your customer.
    • By listening you will know their objections and be able to overcome them.

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© 2004 John Michael Pierobon

Notes