Howard Olsen. Truth # 1. You Can’t Close Before You Open . 75%. of the OUTCOME of any selling opportunity is created in the initial stages. Truth # 2 . Every buyer makes . 5 Critical Decisions. in precise psychological order. Truth # 2 . 5 Critical Decisions:. 1. About YOU?.
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You Can’t Close Before You Open
of the OUTCOME of any selling opportunity is created in the initial stages.
Every buyer makes
About Your COMPANY?
About Your PRODUCT?
About Your PRICE?
You Have To Ask For The Logical Next Step
of the time
Sales People Don’t Ask For The Next Step Even OnceMost Buyers Give 2 Objections or Stalls
Lock It Down
Lock It Up
Position The Price
Position The Product
Position The Company
Confirmation Of Need
Do You Want: A Drill or A Hole . . . . ?
Salespeople [You] Have The Questions:
Customers Have Answers:
Different people will buy the same thing for different reasons
Play Catch & Release!
Professional, Ethical & Effective
That’s the foundation of deep and lasting trust.
There’s Only One SafeAssumption:
Sell More With Truth & Trust