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For a
salesperson that means that
to be persuasive, you need to:
▪
establish trust by making a
good first impression and
providing testimonials from
highly satisfied users of your
service or product;
▪
present an
appealing
solution to the problems
that disturb the customer
▪
present your case with
indisputable logic, for
instance, by using the tried and
tested formula for building a
logical argument:
(Benefits – Costs) x Risk x
Strategic Fit
x Compliance x Politics
▪
communicate impactfully,
give a tug to the
emotions by
being a helper and offering
an opportunity to gain and an
opportunity to avoid loss at the
same time;
▪
ask effective questions.
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