220 How to Get the Buyer to Write Your Presentation for You
If we react properly to what the prospect is trying to tell us, they will give us the exact words to use to help them buy.
And it is NOT pitching. It is recognizing “problem trigger” words and phrasing, and then prompting them to continue telling you more.
You’ll hear examples of these words, and how to respond to get the information you’ll use in your persuasive recommendation.