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Successful Selling for Small Business: What It Takes and How to Do It by Jackie Wade

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Chapter 4. Helping Your Prospect “Get” You

Critical to your sales success is complete clarity about what you are actually selling and the ability to convey this in a clear, precise and logical way. Most importantly, you need real insight into why the customer will buy, i.e. the benefits of your product or service to them. Why is purchasing your product the most logical step for your buyer?

As I mentioned earlier, telling isn’t selling. It’s all about where you will focus, what bits you decide to focus on and how that relates to each specific customer and each specific sales situation. Your potential customer has got to “get” you (i.e. you, your product, your service) as quickly as possible – it needs to be blindingly obvious or else they won’t ...

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