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How to Make the Changing Dynamic Sales Laws
How the Dynamic Sales Laws Came to Be
How to Use the Prospects Own Momentum to Sell
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achieve answer approach become behavior Belongingness benefits BENTON buyer buying action buying motivation call objective customers decision develop Developmental Question dissonance Dynamic Laws Dynamic Sales Laws Ernest Dichter esteem example experience factors feel Frame of Reference Frederick Herzberg give goal Hawthorne Effect Hygiene Factors idea important inner needs interaction interested investigation J. C. Penney Jack Armstrong Learning Tree listening look McTavish mean mental mind Minor-Point Close needs and problems non-verbal communication observation opportunity pect perception person position price objection Principle prob probably product features pros prospect action prospects buy psychological rational needs rational reasons rational requirements reactions result sales call sales interview sales manager sales presentation salesman satisfied Self-Actualization sense Sherlock Holmes simply social solve strategy Synergistic Selling talk technique tell things tion tive uncover understand Verifying Question Vilfredo Pareto