Attracting the Attention of the Buyer

Factual Opening- The attention of the buyer can be attracted by a fact or a series of fact, if same is or are directly connected with his or her business. And he or her attention is just likely to be attracted by a fact that concerns his or her business. The Question Opening- buyers always react to questions by becoming involved in the sale. A fact can be turned into question, in the same way as many questions can be changed into fact. The Reference Opening-A prospective buyer's decision can be influenced by a recommendation from an acquaintance, relation or friend. Sales Aid Opening-By using sales aid, you can make a very good opening by impacting positively on the prospect's sense of sight, touch, taste, smell and hearing. Demonstration Opening-Demonstrating the use equipment goes a long way in making a sale. Lists, features/benefits of a unit before the commencement of the demonstration. A demonstration opening is most effective with each benefit being stressed as the demonstration progresses.

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