20. Solution Elements Capability Statement Communication Fact Bridge Benefit Application Evidence Trial Close www.dalecarnegie.ca
21. What Buyers Want to Know What is it? How does it work? Why is it important? Who says so besides you? Can you prove it?
22. Evidence DEFEATS Doubt Demonstrations Examples Facts Analogies Testimonials D E F E T Exhibits A S Statistics
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24. Motive & Commitment Overview Commitment Motive Value Summary Customer Evaluation Positive Neutral Negative Close Trial Close Sales Process 1 2 3 www.dalecarnegie.ca
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27. Commitment Elements Trial Close Positive Response Neutral Response Negative Response Customer Evaluation Direct Alternate Minor Point Next Step Opportunity Weighing Trial Close Trial Close Trial Close Rapport Interest Solution Motive www.dalecarnegie.ca