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Thursday, 24 July 2008
 
 

Penetration Selling - Penetrating Your Prospect's World

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Penetration Selling - Penetrating Your Prospect's World

In order for the salesperson to discover what the prospect is most likely to consider valuable about the product or service, the salesperson must penetrate the private world of the prospect's emotions and thoughts, as they relate to the salesperson's product. The number one barrier that needs to be penetrated during the Qualifying step is the lack of knowledge of the key motivations the prosect has for obtaining your product!
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