CHAPTER 8

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CONCEPTUALIZING THE SALE: HOW TO PAINT THE PICTURE USING VISUAL CONVERSATIONS

Customers make buying decisions based on cognition, divergent, and convergent thinking.

—ROBERT MILLER, AUTHOR OF THE NEW CONCEPTUAL THINKING

I’ve had customers ask me if there was a way they could download all the information from my brain using a USB memory stick from Office Depot, stick it in their ear, and then have the same knowledge in order to make an informed decision. Maybe that technology will be available someday, but for now we as sales professionals need to become not only masters of communication but also masters of being able to paint the picture ...

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