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Your Personal Sales Trainer

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Thursday, March 15, 2007
Thoughts that lead to a buying decision
Before people buy, they must have a need.

When people buy, they buy from people they trust.

When you are selling a product or a service, you must first make sure your prospect understands how what you are selling will solve a problem, and you must be a professional whom the prospect can trust.

The key elements of thought that lead to a buying decision are the following:
  1. The prospect has a problem and knows it.
  2. The prospect understands how your products or services can solve the problem.
  3. The prospect trusts your company to deliver.
  4. The prospect trusts you.
  5. The prospect knows when the decision needs to be made.

Once people realize they have a problem, understand what the solution is, and believe that your company is the one they should chose; then the decision-making process is much easier for them. Oftentimes, however, unless you have gained their trust and identified a time they will purchase, a decision is not made, and the sale is lost.
Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.

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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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