Let the Customer Go First


Handling hinges comes down to understanding how they affect the ability of customers or your products or services to achieve their goals. Discipline yourself to keep from automatically trying to explain away the hinge as your first response. Instead, save that step until after you ask the customer to explain its details away with some version of Safety Zone and How's Zat? The impact of these powerful tools is immediate and significant.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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