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How to Successfully Obtain Commitment 12- McGraw-Hill/Irwin
How Aggressive, Submissive, and Assertive Salespeople Handle Sales Activities 12- McGraw-Hill/Irwin Leads Buyer to natural close, if possible. Waits for Buyer to ask for the Sale. Pushy with techniques Closing Encourages dialogue, but completes Key Points. Gives Buyer complete control of presentation. Doesn’t want to be interrupted. Controlling Presentation Probes for unsaid info. “ The Buyer knows his needs. What do I know?” “ I know Buyer’s needs better than he does.” Needs Assessment Assertive Submissive Aggressive Activity Selling Style