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Supremely Successful Selling: Discovering the Magic Ingredient by Jerold Panas

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Chapter 9

Go the Extra Mile that Failures Refuse to Travel

LET ME SET THE SCENE. Everyone will benefit from this chapter. But if you're in the type of selling where you have to get an appointment, this chapter is especially for you.

You are about to make the phone call to get the visit. You know that if you get to see the likely buyer, you are well on your way to making the sale.

Here's what I want you to do. Put yourself in the buyer's shoes. Think like the buyer. Become the buyer.

Look at it from the buyer's viewpoint. In Chicago's Millenium Park, they have some tables permanently set with a chessboard marking.

I stop to watch two old-timers intent on their chess game. It is obvious these are experienced old pros. The match is well under way. One of the men gets up. He stands behind his opponent.

He wants to look at the board from the opponent's side of the table. He seeks a different perspective. He wants to think like his opponent.

That's what I want you to do. In making the call for the visit, I want you to look at it from the likely buyer's side of the table. Look at the situation from his perspective.

You're ready to make the phone call for the visit. Stand!

You dial the number. The likely buyer is on the phone. You've gone through the initial pleasantries. You have your calendar handy.

The moment has come. If you are uneasy about making these calls, or even a bit timid, I can identify with that.

After all these years, I still feel the same anxiety. There is no pleasure ...

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