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difference of selling and marketing - selling: short-term, product oriented / marketing: long-term, researching, creating needs of customers
Consultative Selling - 1.help customers succeed 2.stay involved with customers 3.focus on customers' needs (put my interest away!)
FABulous technic - Feature, Advantage and Benefit
to determine needs - LOCATE techinic - Listen, Observe, Combine, Ask, Talk, Emphasize
for Trial Close - SELL sequence - Show feature, Explain advantage, Lead into benefit, Let customer talk