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.
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