Pain to pleasure for sales results
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  Tony Gattari, of Achievers Group, believes it can be necessary to inflict a little pain on a potential customer before concluding a sale. He argues that what the customer doesn't want has to be identified so that the salesperson can then provide the help that will solve the customer's problem. The pain is then converted into the pleasure of needs fulfilled.
Topics: Customer Service, Marketing & Sales |
 Tony Gattari, Achievers Group |