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Primary Catalogue

Episode 4: Difficult Sales

Sales Essentials

Chapter 1: The Dictator Dictators hold strong opinions that you’re not going to change. Encourage them to talk. Don’t interrupt – let them reveal their prejudices. Their vanity can be used to close a sale. Chapter 2: The Ditherer The key to the ditherer is mental laziness – not bothering to plan things or see them through. So organise them. Listen to objections and restate them as positive requirements by saying ‘so what you’re saying is…’. The ditherer will worry about extra effort, so take the effort away from them. Chapter 3: The Ducker Duckers are anxious. They don’t want to take responsibility for making a decision. So test their objections by side stepping them – it will help you uncover any real hidden objections. Use their anxiety and sell them on the risks of not buying.

Rating: E
Production Year: 2018
Duration: 11 min
Series: Sales Essentials
Printable Resources: Yes

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