Copier sale5 INSTRUCTOR

Copier sale5 INSTRUCTOR - Name: Instructor Sale 5-Chapter...

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Name: Instructor Sale 5--Chapter 11 An important part of consultative selling is the use of questions to uncover the customer's needs. You have planned some of your questions in constructing your SELL Sequences . SELL Sequences should be contained in your discussion of the product, marketing plan, and business proposition. Every important sales presentation should contain most--if not all--of the presentation mix ingredients shown in Exhibit 11-5 on page 313. To make SALE 5 : 1. Read the following SELL Sequence. Label, where appropriate, the feature(s), advantage(s), benefit(s) [FABs] (see pages 106-108), and trial closes (see pages 112- 113), in the SELL Sequence . After your trial close, the buyer questions what you have just said. The buyer sounds as if (s)he is unsure what you are saying is true. Label the components of the proof statement that shows your claim is true. See pages 318-320. SELL Sequence:
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Copier sale5 INSTRUCTOR - Name: Instructor Sale 5-Chapter...

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