Chapter 8 Review

In this chapter, we have:

• Understood and applied the Basics Of Selling.
• Identified the Buying Modes a prospect may be in.
• Identified the roles that influence the sale including:
  • Owner Buyer
  • Financial Buyer
  • Technical Screener
  • End User
  • Advisor
• Learned What Is A Concept Sale.
• Focused on Results.
• Worked on Identifying The Owner Buyer.
• Focused on Results.
• Learned What Makes A Good Advisor.
• Learned the characteristics of a good customer and of a bad customer.
• Figured out the Key To Success in international sales.

Let us go to chapter 9.

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© 2004 John Michael Pierobon

Notes