Psychology of Decision Making

Accelerate the close that can result in meeting and exceeding sales goals. Give the prospect a presentation that will bring them to the point that they understand the value of the product or service and whether it solves their problems. The prospect will now recognize the salesperson is addressing an issue of relevance with the potential to deliver a payoff in an area that matters, the prospect then becomes interested in hearing the solution and evaluating it.

Topics in this lesson

• 4 steps that a prospect goes through in order to make a decision.
• how to deliver presentation acceleration