Sales Process Ch 3

The Basics
21st Century Fact Finding Practices
Concerning Financing
Demonstration Basics
Mistakes To Avoid
Handling Objections in the Greeting
Handling the RDR
Great Greetings
Feature Advantage Benefit
Fact Finding
Demonstrations Objections
Positive Communication
Mistakes Made in Handling Price
Handling Price In The Greeting
Difference Between Want And Ask
Demonstration Mistakes
Credit Concerns
Controlled Presentations
Common Ground
Objections to Trail Closes
Not Just The Products
More On Alternatives
Make Them Feel Like Family
Just Looking
How to Stay Positive
Gaining Mental Ownership
20 Traits of A Great Attitude