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No Lie—Truth Is the Ultimate Sales Tool phần 10

Bạn đang nói với người mua tiềm năng những gì ông đã làm và các điều khoản mà ông đã chấp nhận để tận dụng lợi thế của cung cấp tuyệt vời mà bạn đang giới thiệu. Nếu bạn đã bán nó cho chính mình, nếu bạn tin rằng tất cả mọi thứ bạn yêu cầu bồi thường nó là, những thuật ngữ này quá hợp lý. | 1Ố2 No Lie Truth Is the Ultimate Sales Tool Never be afraid to be strong in asking for the commitment. Never be afraid to be strong about the details of the deal. You re telling the potential buyer what he has to do and the terms he has to accept to take advantage of that wonderful offer you re recommending. If you ve sold it to yourself if you believe it s everything you claim it is those terms are more than justified. They re part of the price and like price or almost any other potential negative you should be able to brag about them. Use the Skeleton Protocol. As one of my first sales managers used to say If it s worth it why do you have a problem selling any of the terms or anything about it If it s not worth it why are you selling it at all Silent Treatment II The Sequel As I mentioned earlier after a well-trained salesperson asks a closing question Would you rather we deliver it to your home or to your office he shuts up. The conventional wisdom here is embodied in the odious phrase whoever speaks next loses. Salespeople can relate to other salespeople. We know what they go through and when I m buying something myself I try never to make the salesperson s job unnecessarily difficult. Still if I ve got one who s less than forthcoming who s cynically and obnoxiously trying to manipulate me after he asks his closing question and shuts up I might just shut up too. I ll take a look at my watch sometimes I even set the watch s timer to see how long it takes before he says something. If he s a firm well-trained disciple of the system it could be a while. But if I get tired of waiting I just get up and start to leave. He ll talk. Give It a Shot Closing Made Simple 163 I guess that means I win. Back when I was a sales rep myself I can remember absolutely horrifying one sales trainer. I d just started with the company so I didn t have a track record there and the trainer didn t know my background. Now every salesperson on earth realizes that you can sell for your .