Describe three buying anxieties

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Reference no: EM131792704

1. Describe three buying anxieties that sometimes serve as barriers to closing the sale.

2. Why is it important to review the value proposition from the prospect’s point of view?

3. Define the term “incremental commitment.” Why is it important to achieve incremental commitments throughout the sale?

4. What confirming steps should a salesperson follow when the customer says yes? What should be done when the customer says no?

Reference no: EM131792704

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