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Includes: Getting Leads, The Receptionist, The Initial Phone Contact, Setting the Appointment, Calls While Driving, Locating the Address |
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Includes: Giving Prices on the Phone, Handling the Phone Shopper Phrases that Get the Appointment, Indications of Needs and Budgets, Setting the Appointment, Importance of Decision Maker’s Presence, Presenting to Committees, Never Argue |
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Includes: Going on the Appointment, Preparing for the Appointment, Driving to the Appointment, Arriving at the Appointment, At the Customer’s front door, First Impressions |
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Includes: Handling Distractions, Handling Pets, Beverages, Customer Flirting, Other Distractions |
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Includes: Your Presentation, Body Posture, Key Initial Phrases, Never Do This, Present Solutions, What You Must Include in Presentation, Presentation Order, Your Company, Your Product, Pres-Selling, the Survey |
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Includes: Good-Better-Best Value Strategy, Your Highest Priced Model, Probing Questions, The Logical Decision, Helping Customer Decide, Presenting the Installation, Perceived Value, Getting to “Yes”, Expectations, Say it this way, Referral Strategy |
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Includes: Pricing,Keep from Making Costly Mistakes, Assume the Sale, How Most People Think, Deflect Price, If Customer Protests Price, Common Objections, Objection Strategies, If they Say This, They Mean that, Don’t Come Off Price Without Doing This, Presenting Options, Negotiating Price and Payment. |
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Includes: Presenting Your Proposal, How to Present Your Proposal, What to do After the Sale |
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Includes: Bonus Tips: How Much Time to Spend on Presentation, Asking Customer What They Want, Importance of Features & Benefits. |
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Includes: Bonus Tips:Separate from Competition, Find Unique Selling Points, Handling Competitors on Location. |
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Includes: Bonus Tips:Limit Liabilities, Full Scope of Job, Specifics of Proposal. |
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Includes: Bonus Tips:Involved with Installation, Communicating with Installers, Communicating with Custome |
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Includes: Bonus Tips:What if You Don’t Make the Sale, Importance of Positive Environment, Additional Comments and Observations. |
