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1. What can you do to satisfy emotional and logical reasons to buy?
Answer any questions and address any doubts. Get down to what the problem really is.
Find another offer that applies to your client. Get down to what the problem really is.
Let your manager deal with it. Get down to what the problem really is.
2. Why restate the solution?
Restate the solution in case they didn’t hear you the first few times.
Restate the solution to remind them that you are the expert, and you have the solutions to overcome their challenge.
Restate the solution to clarify and modify as needed. Ask if this is a solution.
3. Once you answer questions and restate the solution, …
ask them if they’ve ever made a purchase like this before.
ask them if they’d like to revisit the sale tomorrow.
resume moving forward with the sale.
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