Basic selling techniques used by professional salespeople at every stage of the sale The 4 great areas of selling competency The 6 basic buying motives 4 ways to determine the buying motives How to use the FAB formula to emphasize benefits 6 stages in planning the sale 5 mental steps to the sale 7 big buying decisions The basic selling formula chart оеуер 11 basic sources for prospects 4 ways to qualify a prospect 10 ways to get to the person who can sign the order 11 ideas for favorable first impressions 13 techniques for a successful approach 4 steps in all successful demonstrations 9 techniques for overcoming objections 6 basic ways to close a sale How to use questions at each stage of the sale to get agreements that lead tomore sales 11 ways to improve your listening skill How to handle problem customers A 5-step customer conservation program 6 ways to keep your customers 4 steps to win customers back Determining a call frequency schedule Basic records for salespeople 47 hints for better time management.  KristofISBN 0962128503.