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Selling For Dummies, 4th Edition by Tom Hopkins

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Part III

The Anatomy of a Sale

Five Types of Buyers

Buyer Summary
Believing Bart He is already sold on your company or brand. But if he’s not convinced that you’re competent, Bart won’t hesitate to call your company and request another representative.
Freebie Freddie The guy who won’t settle until he thinks he has the upper hand and you’ve agreed to give him something extra. If you give Freddie any extras, he’ll probably brag to and upset others who may not have received the same benefit.
Purchasing Polly A distant, matter-of-fact type who carries a high level of responsibility. She can’t risk liking you too much because she may have to replace you with the competition at any time.
Evasive Ed Your most challenging buyer. He refuses to return your phone calls, he postpones appointments, he likes to shop around and keep you waiting in the meantime, and he tests your patience at every turn.
Griping Greg Griping Greg always has something to complain about or something negative to say. If you’re dealing with a Griping Greg, you have to decide whether the income his business generates for you is worth all the energy he’ll steal from you.

webextra For more on closing sales, visit www.dummies.com/extras/selling.

In this part . . .

  • Seek leads for potential business and understand how to approach people and business with positive results.
  • Connect with your clients ...

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