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22 A Summary of Strategies > To and Away - Pg. 179

CHAPTER 22 A Summary of Strategies YOUR CHEAT SHEET . . . The information imparted here is geared toward your sales life. Remember, though, that these organic language practices can be used in your personal life as well. Pattern Interrupt When sellers refuse to respond in a normal, predictable fashion to buyer resistance, they open that buyer's brain to new possibilities and solutions. This strategy is most useful during objection-handling conversations. To and Away Sellers should learn to identify whether buyers are motivated by goals and good things or by problems and pain. It is very important to discover this information very early in the sales process. It affects how the salesperson frames her dialogue. American Management Association / www.amanet.org