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Originally Posted by amyFB
Except, that in sales training class, the word "exploitation" is never used.
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Yes, I would not expect it to be. I don't really even consider it to be accurate myself if truth be told. Nobody can really make us do anything over the phone.
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Originally Posted by amyFB
and
find out what the person really wants and tailor your presentation to show how the item being sold will give the person what they want.
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Except they want nothing. When they want something, they will search it out.
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Originally Posted by amyFB
EVery training class ultimately reached a single key point - find out what the customer WANTS, show the customer how your product answers that desire and write the order.
If you fail to make the sale, it means you failed to identify and answer the customer's true desire.
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Yep. Much the same when I was in real estate.
These days I have fun with it often. Last week I was trying to explain to a caller who was insisting that I switch to a lower rate electricity provider, that I won't because I actually prefer to pay a higher rate.