“People are generally better persuaded by the reasons which they have themselves discovered than by those which have come into the mind of others.” –Blaise Pascal (1623 – 1662)
Criteria is that which needs to be acquired and met from a prospect or client to take further action in the sales process.
As you talk to a client or prospect, they are already making pictures in their heads about what it would be like to be involved with your service or product. If you come away from this with one thing, that is it. This can be accomplished in person or over the phone. They are already creating a picture in their mind about what their life will look like once they are using your product or service. It’s manditory that you don’t violate that picture and remove them from it. You’ll be left without the sale. Period.
Persuasion is our very powerful advantage which we can use to show our clients or prospects that their “marriage” of our service or product with their criteria was created in their own thoughts. Fortunately, that’s exactly where this image was created and we are able to move forward with full...
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