Business Marketing Magazine Summer 2017 December 2015 The best of 2015 | Page 12

Keep Your
Eye on the
Goal
11

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*It gives direction, traction, and momentum to your selling - in the individual sale,
throughout this day, week, month, and ultimately this season.
*It allows you to set the rules. For example,
when you ask a good question like, “When do
you think most people get this done – before
or after they have a problem?” (after) “You’re
right…but you’re smarter than that, aren’t
you?! If I get this to a place you can afford it,
you’ll use it won’t you? You’ll let me help you
get it?” (yeah)
You’ve set the rules! All that is truly remaining in the sales process is to get them to agree
they can afford your offer. Then if they try to
go back on their agreement to let you help
them get it, you can gently and agreeably remind them they said they’d do it if the price
was affordable, and that they indeed agreed
the price was afford X