Identifying Needs and Presenting Solutions
by Brian Tracy
Customers buy for their reasons, not yours. The most important thing you do in a sales
presentation is to uncover the true needs or problems of the prospect that your product or
service can fulfill or solve.
 Uncover Selling Opportunities
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| Overcome Initial Sales Resistance
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| Develop the Vital Attitude that Assures Success
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| Keep the Prospect Involved
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| Ask Questions that Arouse Customer Interest.
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| Difference between ability to pay and willingness to pay
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| What to say when a customer says, “I can't afford it”
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| What the words “I'm not interested” mean when a customer says them
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| How top sales professionals see themselves in a sales situation
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Improve your skills to maximize your selling leverage.
15. Identifying Needs and Presenting Solutions - 30 minutes VHS
1 VHS video ......$98.00
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