Disqualifying More Prospects Leads to Increasing Sales
PAIN OR GAIN Of all the emotions that commit people to buy, pain and gain are the most effective in selling situations. An old saying is "no pain, no gain" In sales you have a choice immediately starting with trying to obtain a sales lead. What main emotion will you will focus on. Fear is such a large part of many peoples' lives Relieving possible pain is the strongest motivation to buy products that make them feel better. People prefer pleasure, avoid pain, and would rather be comfortable It is easier to visualize pain that it is to wish gain. THE NEW SALESPERSONS EMOTIONS Many learning salespeople are so fearful of the pain of losing the sale, the prospects see the salesperson's emotions clearly. ...
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