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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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Controlling the Buyer: The Key to Your Success

As a prelude to “taking charge” of the buyer, it’s important to examine those behaviors or forces that can prevent you from doing so. Some are psychological, such as your fears or insecurities, whereas others are habits, such as failing to adequately plan for a sales call. What we do know for sure is that if you believe what you conceive, personal achievement usually follows. If you convey the message that your time is valuable and important, then prospects will believe that what you have to say and to sell are valuable, too. Developing your ability and agility to work with buyers will also increase your profitability. And that’s sensible selling.

     The Purpose of Qualifying Is to Get the Order. ...

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