Los Secretos del Exito En La Venta

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Sales Success Press, 1984 - Business & Economics - 313 pages
Analyzes the selling process, argues that people buy emotionally, and discusses the role of personalities in sales

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32 pages advantage Alternate Choice Close answer answer Objections ask the Prospect Ask what reason attitude ATTlTUDE Autosuggestion awful problem benefits Best Seller better big doubts bromide Buffer Buyer's Remorse Buying Signal can't Caveat Emptor clients Coaxed closes cold call COLD response COMMENT computer program concern Convert to question Conviction step cost Count your blessings create Create a visual decision maker Desire step develop Direct Mail don't Double Jeopardy easy Emotional Buying Motive emotional Want enjoying your product enough enthusiasm excited Executive computer Executive program Expected Value Fact/Feature Faith talks feel Finding Wanting Prospects Forbes Ley Frank Bettger Frank Smith get the Prospect give goals happy clients hassle of change hierarchy of Needs Hurt and Rescue HYPOTHETICALLY RESOLVE important impulse buying indecision Interest or Problem Interest step interview John Doe justified Key Events kind of scene Listerine Little doubts create logical LOGlC meeting mind Mini Motives morning be better Motive Newport Beach Next Friday Objection Opening Trial peer pressure Peers Pep and Faith person PERSONAL computer Pleasant Statement present present vendor pressure price objection Priority Probable Problem probably problem Prospect wants Prospect's emotions Prospect's mind question quitters never win rapport really reason reason to buy Rejection reserve power resolve reason Rolodex sales interview Salespeople Salesperson self-fulfilling prophecy self-image Selling Process selling skills selling techniques SIP and EBM smoke screen solve Stall status symbols stroke their self-image stroking subconscious mind success technicolor Telemarketing That's things considered travel services Trial Close Trivial Objection vendor vicious circle Visual Image want the product want your product Wanting Prospects Weighing Close Winners never quit won't yourself

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