Yesterday I saw a local television commercial that featured a car dealer talking about vacations and how well people were treated for a couple of thousand dollars and how good it made them feel. He related that to his business and said for 30K plus they wouldn't rush the process but allow the customer to feel good about what they were buying.
So I thought about it and decided that focus worked at all levels and in all of sales: buying a house, or a coat or a membership. If you take time and focus on the good, the buyer will enjoy the process more because they are a part of it, and the close is much more natural and easy. Try it and see how it works for you. It works for me.
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