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MPEG sale5 - Name Instructor Sale 5-Chapter 10 An important...

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Name: Instructor Sale 5--Chapter 10 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 10-5 on page 281. To make SALE 5 : 1. Construct and write out one SELL Sequence. After your trial close, the buyer questions what you have just said. The buyer sounds as if unsure what you are saying is true. Create a proof statement that shows your claim is true. See pages 286-288 and Exhibit 10-6. SELL Sequence: "The digital recorder is the latest in mobile technology [ feature ]. The recorder can be used in any remote area where properties need to be viewed [ advantage ]. This means lower travel costs for viewing properties [ benefit ].
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