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Sales Success (The Brian Tracy Success Library) by Brian Tracy

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FOURTEEN

Practice the Power of Suggestion

People are greatly influenced by the power of the suggestive elements in their environment. Nowhere is this more important than in the selling process. By clearly identifying the suggestive elements that you can control, and then by employing them consistently in every sales conversation, you can have a more consistent and positive influence on the buying behavior of the prospect.

There are certain things that you can do as a salesperson that can have a strong subconscious and suggestive impact on the behavior of your prospect. Remember the rule, “Everything counts!” Everything that you do in the sales conversation either helps or hurts. Everything you do or say in the presence of the customer either ...

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