25. I don’t know who you are I don’t know your company I don’t know your company’s products I don’t know what your company stands for I don’t know your company’s customers I don’t know your company’s record I don’t know your company’s reputation Now-what was it you wanted to sell me? McGraw-Hill advert 1958
28. In selling you are not trying to get somebody to buy something they don’t want You are looking to help someone make a decision Someone who is already interested in you and your products & services
48. To match you need to find out the BUYER’S NEEDS “ If you were to buy our product what would you need it to do for you?” “ If you were to buy our product what would convince you you’d made the right decision?”
49. Sales Meeting - Matching Emotional I just want it! Business Performance Finance Personal Make me look great The Buying Motivators