Close More Sales Based on Buyers’ Values

Values close the sale. I’m referring to the values held by the buyer and not the values of the product or service. When sellers identify and match those values, buyers relax, let go of their resistance, and begin to trust. They then take a keen interest in the seller’s presentation…

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Selling to Santa’s Personality

Each year millions of children (adults too) write letters to Santa Claus, or sit on his lap, and tell him the things they desire. What a clever fellow he is in getting prospects to specify their preferences exactly with just a single question: What do you want for Christmas? If…

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