http://www.brooksgroup.com/blog/index.php/2007/12/11/tuesdays-sales-truth-121107/?utm_source=rss&utm_medium=rss&utm_campaign=tuesdays-sales-truth-121107 100% Sales Information, Conversation, & Observation Fri, 03 Feb 2012 19:48:25 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.brooksgroup.com/blog/index.php/2007/12/11/tuesdays-sales-truth-121107/#comment-26279 Negotiation Training - Calum Coburn Mon, 31 Dec 2007 15:44:56 +0000 http://www.brooksgroup.com/blog/2007/12/11/tuesdays-sales-truth-121107/#comment-26279 Enthusiasm to BUY grows from pressing your finger down hard on the problem so that it HURTS! Sad state of human psychology, but true. Only when you can find the real pain, build it up to it's full value if not solved, and the value if solved, will you be truly successful in converting. To know more, read up on Neil Rackman's "SPIN" selling. Enthusiasm to BUY grows from pressing your finger down hard on the problem so that it HURTS! Sad state of human psychology, but true. Only when you can find the real pain, build it up to it’s full value if not solved, and the value if solved, will you be truly successful in converting. To know more, read up on Neil Rackman’s “SPIN” selling.

]]> http://www.brooksgroup.com/blog/index.php/2007/12/11/tuesdays-sales-truth-121107/#comment-26214 Adrian Miller Sun, 30 Dec 2007 21:23:24 +0000 http://www.brooksgroup.com/blog/2007/12/11/tuesdays-sales-truth-121107/#comment-26214 Bravo. I love your 49th Truth especially as it seems fundamental to creating value and improvement for the prospect. And why else would they want to do business with us?:) Bravo. I love your 49th Truth especially as it seems fundamental to creating value and improvement for the prospect. And why else would they want to do business with us?:)

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