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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 52The Roles in a Role-Playing Exercise

Each role in the exercise plays a significant and specific part.

Let’s say you are the salesperson, and you have just made a first appointment with a prospect. Your goal is to find out about her company and needs. Ask questions that pertain to:

• Operations.

• Decision-making.

• Use of product or service.

• Current vendor or company she uses.

• Dissatisfaction (if any).

In this case, you’re the buyer, and this is your first meeting with the salesperson. Everything you have heard sounds good, but you’d like a little more time to think about it. Be a little tough, but not too rough on the salesperson. Don’t be a pushover, just a real buyer who has a few real objections before you buy. When you are asked ...

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