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If you've listened to them and determined the need, but still aren't getting anywhere, find out if there are other elements of their business that are taking priority and pushing your sale aside. It can make the difference between getting the sale and creating a loyal customer, and having to start over with another prospect. For example, if you provide health care services and you're having difficulty meeting the scheduling needs of the customer, you might it explain it like this, "With this being a particularly bad allergy season we have had more emergency calls due to asthma (or whatever the case may be) and these patients can't wait for a scheduled appointment. Our staff is behind schedule, but we are addressing the problem now by bringing in temporary help for these critical need times. So we should be able to schedule your service on 'x' date." Understanding the problem may help alleviate some of their frustration. You would have your PDA (Personal Digital Assistantket to look up (while driving your rental car) the address of your next appointment.

But how would you pay for a car? To fix the agitator, you’ll pay about $350. We care about our customers. Are you and your customers tired of pulling still-damp clothes out of your commercial dryer? The odors may not be coming from your dryer itself, but perhaps the vent which leads the moist air out of your dryer generally to the outside! Once they realize (and they will eventually) that they don't need most of what you sold them, they'll feel bitter and resentful toward you for wasting their money and not looking out for their best interest. This will not only help you anticipate their needs ahead of time, but will also show them you've done your homework and have an interest in their business other than just selling your product. Sal was professional, on time, curtious and knew his stuff! You may be tempted to sell your client your top-of-the-line model gadget when they really only need the mid-line model.

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