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  Larry Slater

Selling The Sizzle

66 страниц. 2011 год.
What do I mean by the sizzle? Sizzle is the BIGGEST selling point in your proposition; the MAIN reasons why your prospects will want to buy. The sizzling of the steak sells more than the cow ever did, though the cow is, of course, very necessary! Hidden in every tangible or intangible thing you sell are a??sizzlesa?? Find them and use them to start the sale. Then you can bring in the necessary technical points to close the sale after desire has been established in the prospect's thinking. The good waiter realizes he must sell the bubbles - not the champagne. The grocery clerk sells the pucker - not the pickles, the whiff - not the coffee. It's the tang in the cheese that sells it! The insurance man sells PROTECTION - not cost per week. Only the butcher sells the cow and not the sizzle. Yet even he knows that the promise of the sizzle sells more of his better cuts. Learn how to use the sizzle to sell: 1. your products 2. your services 3. yourself
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