Main Topics

• The Tree of Business Life: Benefits
• Why People Buy--the Black Box Approach
• Psychological Influences on Buying
• A FABulous Approach to Buyer Need Satisfaction
• How to Determine Important Buying Needs--a Key to Success
• The Trial Close--a Great Way to Uncover Needs and SELL
• SELL Sequence
• Your Buyer's Perception
• Perceptions, Attitudes, and Beliefs
• The Buyer's Personality Should Be Considered
• Adaptive Selling Based on Buyer’s Style
• You Can Classify Buying Situations
• Technology Provides Information
• View Buyers as Decision Makers
• Satisfied Customers Are Easier to Sell to
• To Buy or Not to Buy--a Choice Decision