10. Focusing On The Prospect’s Decision-Making Process Buying is Decision-Making Logical Steps Identified & Tracked Fit or No Fit If Decision-Making Process is Ignored The Result is Confusion, Resentment and—”No Sale”
11. Three Types of Thinking I Understand Cognition Generate Divergent Select Best Convergent
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17. 5 Question Types Confirmation New Information Attitude Commitment Basic Issues
40. Resources Recommended Books The New Conceptual Selling by Robert B. Miller and Stephen E. Heiman with Tad Tuleja How To Sell Network Marketing by Michael Oliver
41. Resources, cont’d The Works Team Related Webinars: Library – Feb, 2010-4 Pt. Consultative Selling Series Archives- The Consultative Approach and The Prospect Process-13 videos