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Knowing this, and having established a mutual feeling of trust and rapport, you're now ready to bridge the gap between your prospect's needs and what it is you're offering. This principle obliterates the need for any "closing techniques" because the ball is placed on the prospect's court.
A sales close keeps the ball in your court and all the focus on you, the salesperson. You don't want the prospect to be reminded that he or she is dealing with a "salesperson." You're not a salesperson, you're a human being offering a particular product or service.
Len Foley, a renowned sales and sales management trainer, is the creator of the bestselling program "Sales Without the Sucker Punch!
Murphy's Eighth Law: If everything seems to be going well, you have obviously overlooked something.
Murphy's Ninth Law: Nature always sides with the hidden flaw. Murphy's Eleventh Law: It is impossible to make anything foolproof because fools are so ingenious. Murphy's Time-Action Quandary: You never know how soon is too late.
You want to tell your prospect your name and the purpose of your visit (or phone call), but what you don't want to do is ramble on about your product or service.
After all, at this point, what could you possibly talk about?