Logic versus emotion in business

Mike,

RE:
> Once people learn to shift the paradigm from
> 'selling' a prospect with the classic hard
> selling stereotype, to learning how to allow
> a prospect to buy, the closing ratios will
> remain in the 20-25 percentile range.

-- One of the most effect techniques for
"Allowing a prospect to buy" is the 'take away' method of selling.

Which basically asserts,

"I'm not here to sell you anything, in fact you may not even be able to buy (this exclusive item) even if you do want it."

And speaking of Volvo's, they are boring.

-Dave




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