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Archive for January, 2010

New Workshop – Conditions of Satisfaction Closing Process

By HPS Admin ⋅ January 14, 2010 ⋅ Post a comment

The Conditions of Satisfaction Closing Process is a very structured way of describing what you are selling. Each Feature is presented with a list of its Benefits and Detriments, followed by a confirmation that it meets the customer’s conditions of satisfaction. People who use this process close more sales.

Realtors: What Type of Prospect Do You Want?

By Jacques Werth ⋅ January 8, 2010 ⋅ 4 comments

Matching each of the three types of prospects with its most effective sales process produces the highest closing rates.  However, most Realtors utilize just one type of sales process and use it on every type of prospect they encounter.  The most successful Realtors are very selective about which type of prospect they meet, and use the most effective sales process for that type.

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