• Clear understanding of the transaction that occurs between buyer and seller is paramont.
  • In order for a succesful sale to occur, the seller needs situational fluency:
    The integration  of Knowledge and Skills.
  • Top salespeople (Eagles) create rapport early in the sales cycle;
    • they listen well.
    • they are sincere.
    • they establish a high level of confidence.
    Sincerity and compentence combined, establish trust.
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