how to get rich and how to make money from sales_42

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_{As the questioning proceeds, your customer is drawn more and more into the conversation because answering demands total attention. The average person speaks at approximately 130 words per minute, but can think at approximately 1,000 words per minute. While you are talking (feature dumping) it's very easy for the customer to listen as well as think about other things including possible objections, problems at work or home, an argument with the teenager last night, missing a Visa payment, or the prediction of rain for tomorrow's 2:30 tee-off time. Questions minimize mental drift and help keep control of the sales call. The longer you talk, the more opportunity the customer has to drift into another world. However, the instant you ask a question the customer snaps back to the conversation and refocuses on you. Control lies with the person asking the questions. Your goal is to do more listening than talking. As long as you're talking, you're going to hear stuff you already know. Think about it. To learn, you must be silent and listen. By the way, silent and listen contain the same letters and I find it interesting that ear is found in learn and earn.}

_{Your needs analysis will reveal one of three possible scenarios. The customer is aware of your product but is currently using the competition and is not interested in you; the customer is unfamiliar with your product and shows no interest; or the customer is unaware of your product but expresses an interest. The latter is what I call creating demand—introducing a product or service never used before by an existing or a potential customer. Demand is created by understanding the customers' needs and presenting the product or service as a benefit to their business. Customers are always on the lookout for a competitive edge. The introduction of your product or service just might help to achieve that competitive edge. However, you must appreciate that even though you created the initial demand, the customer may invite your competition to present their product for comparative reasons and to validate the legitimacy of the new product or service.}