Chapter 2 - PLANNING

Be aware of these problem areas which will usually arise during the sale, and address them immediately to avoid wasting time on a dying prospect.

Setting Objectives

How do we know whether we did well or not? Setting objectives for yourself will give you something to aim for. This is an outline of how to define your own personal objetives, or targets..

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Features, Advantages and Benefits

Before starting your pitch, understand for the prospect the difference between a feature, advantage, and the benefit.

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Strategic Planning

Take yourself out of the trenches to see how you can really advance.

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Addressing Areas Of Weakness

Learn to see when things are threatening your sale and how to address them.

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