In the previous article I explained in detail, which questions you should ask to figure out how a customer makes the decision to buy. That article can be found here Closing Techniques Part 1.
While training sales people over the years, I’ve been amazed that most never ask customers about needs. Most jump in and explain what they personally like about the product.
In this article I’ll explain how to get the customer:
To list the reasons they’ll buy
To give the reasons they won’t buy
Buy your product / service