Selling is all about understanding your customer’s problem and providing just the right solution. It is no longer enough to simply uncover customer’s needs however; you have to go beyond Need to Wants and finally Desires if you are going to beat your competitors to the finishing post. In this work we look at the process that happens from start to finish in a customer meeting. Creating the right impression, uncovering his needs and the emotional reasons he will buy, right through to the close.

• Learn how to get Face to Face more often
• Understand the Psychology behind buying decisions
• Develop your listening skills
• Control the conversation using just the right questions
• Understand the difference between Needs, Wants & Desires
• Discover the right time to close