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Chapter 1 5 steps to help you master the selling dance Questions and Complete Solutions Graded A+
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Chapter 1 5 steps to help you master the selling dance Questions and Complete Solutions Graded A+
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Chapter 1 5 steps to helpyou master the selling
dance Questions and
Complete Solutions
Graded A+
Five Rules to succeed in Sales - Answer: Rule 1. Qualify your prospects
Rule 2. Extract your prospect's pain
Rule 3. Verify that the prospect has money
Rule 4. Be sure the prospect is a decision maker
Rule 5. Match your service or product to the prospect's pain
How should the salesperson and prospect think of selling? - Answer: As a win-win situation
What are the 4 steps in a prospects selling system? - Answer: 1. Prospects don't always tell you the
truth, and they play their cards close to the vest
2. The prospect wants to know what you know. They want you as an unpaid consultant
3. The prospect commits to nothing
4. The prospect doesn't answer the telephone and won't return your message
What is The Alternate of Choice Close - Answer: The Alternate of Choice is a question with two answers
— either answer is an agreement. The key is to give two solutions that both lead toward the sale.
How do you avoid being caught in the price trap? - Answer: Don't try to sell on price alone. Learn how to
sell value rather than price
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