Alen Majer's Blog (2)

In your approach you have won the prospect’s interest. You have put them in the mental position where they are ready to purchase if you prove up your claims. And you can prove up these claims because you made them, knowing in advance that they were merely a preface to showing your proposition. What is the mission of your presentation? To create desire for your products. That’s all. And the minute that is accomplished, the order is yours for the taking. Let your presentation be organized, well… Continue

Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or impossible according to the character or mood of the person you’re talking to. What you say or do during the first few minutes of your conversation is the one thing which largely controls the later course of the sale. It doesn’t take brains to make a sale difficult or impossible. Your task is to pave… Continue