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Get Clients Now! (TM), 3rd Edition by Jay Conrad Levinson, C.J. Hayden

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Recipe: Making the Sale

If you’re doing your job right, the selling begins as soon as the sales conversation does. The moment you begin explaining exactly how your services can solve the prospect’s problems, you are starting to sell. So what’s the difference between a selling script and a presentation script? Not too much. But if you find yourself doing fine until it’s time to ask for the business and then you start floundering, a better selling script is what you need.

Asking for the business can feel confronting. This is the moment in your sales conversation when you are most likely to be rejected, so you may find yourself resisting asking a direct question to find out whether you have the sale. Keep in mind that your prospect is expecting ...

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