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Chapter Seven. How Can You Overcome Cust... > Making Sales Takes Practice

Making Sales Takes Practice

The key to making sales is getting the customer to talk, to tell you his or her needs and to voice concerns and objections. To know or be able to make an educated guess about the selling objections, you have to listen. The hardest thing for enthusiastic sales people to do is to know when to shut up and listen. Make the pitch, and if the prospective buyer does not respond, ask him or her questions:

  1. Do you think my product will meet your needs?
  2. Why not?
  3. If not, what are your needs?

The Psychology of Sales

There are hundreds of books, courses, seminars, and DVDs on selling techniques. But selling is pretty simple:

  • Not all prospects are buyers.
  • People buy from nice people—people they can trust.
  • It takes time—visits, calls, meetings, and so on to build trust.

  

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