Close the Deal and Suddenly Grow Rich by Robinson Marco;

Author:Robinson, Marco; [Marco Robinson]
Language: eng
Format: epub
Publisher: Morgan James Publishing
Published: 2018-08-15T00:00:00+00:00

Understanding your customer allows you to flow with your customer. It gives you an opportunity to harmonize with them!

So many salespeople have said to me: “What if I don’t agree with them? I can’t agree with them all the time! I don’t want to lie. I want to be straight with them.”

You have to understand that people think what they think and form their own opinions on what they have learned somewhere else. They will form their own perception of what you are offering them even if they haven’t seen it yet! They will associate their previous experience with your offering to a similar experience they have already had with a similar product, maybe even yours! So your prospects will be showing you their interpretation or model of their own world—a world that makes sense to them!

Now, it may make no sense to you at all! And if it makes no sense to you, how can you possibly “get” on their level?

The thing is, you have to see why they think it makes sense to them, why they think your product does not suit them in their world.

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