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| #31 | |
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Selling a pen
I would approach the prospect by earning the right to discuss the pen in the first place.
You must establish some rapore with the person before moving on... I think you also must find out if he is capable of purchasing the pen (does he have the money). what is his timeline, now, next week?, does he make the decision? What is his profession and how ofen does he use a pen? What does he like and dislike about pens. What is his ideal pen? does he prefer expensive pens? does he like black ink over blue? Does he have a Grip preference? Does he prefer a cap to protect his shirt. He maybe holding a pen which is inferior to what you have to offer. Then after gaining the info you can then present a pen which meets his needs. Mr. customer, you indicated you prefer expensive black ink pens with a cap to protect your shirt. You also mentioned you would you wouldn't be buying for two weeks because you are going on vacation and won't need one until you get back. Obviously the pen in your hand won't work for you. I can take your order now for the X-pen and I can have it delivered to your door when you get back from vacation. They come in bulk packs of 5 and 10. What is you address to make the delivery? |
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