Dr. Tony Alessandra interviews Chuck Reaves
Featuring Dr. Tony Alessandra, PhD, CSP, CPAE
Length: 27 minutes
Author of The Theory of 21 and Never Take Money From a Stranger talks about how to be a more effective salesperson
• Surprising insights regarding price objections
• How to set up a paradigm where price is not an obstacle
• The importance of learning your customer’s buying criteria--does your customer want to solve a problem or seize an opportunity?
• Specific strategies to quantify a customer’s need as well as determine what the customer is trying to accomplish
• How to handle the ‘gatekeepers’ in the way of getting you to the decision makers
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