The Science of Selling - PART 3
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The Science of Selling - PART 3
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On the day of Pentecost (Acts 2) we find thousands of observant Jews in Jerusalem to celebrate and when the Holy Spirit fell on the 120 with tongues of fire, (followed by them being able to speak in many languages they had not learned), the crowd mocked them.
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Everyone lives with pain. Most learn how to ignore it. It could by physical pain, emotional pain, financial pain, etc. Your job is to find the pain your prospects are living with, draw it to the surface of the conversation, so they will be motivated to relieve that pain with your solution!
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It's not that there aren't enough prospects with pains (problems) you can solve, there's a reason they're not disclosing that pain. Learn that reason and what you can do about it.
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An amazing but true story found in the book of Numbers where Balaam's donkey instructs him using the art of questions. If a donkey knows how to make the sale using questions, don't you think it might be time to learn those same skills too?
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Michael Q. Pink
Since 1986, Michael has been passionately pursuing the ways of God as applied to the selling profession, entrepreneurship and life. Besides writing for magazines like Success, New Man, Business Reform and others, Michael has also written 19 books, selling hundreds of thousands of copies, with titles like The Bible Incorporated, Selling Among Wolves, 7 Secrets of the Sale, Rainforest Strategy, Taking Back The Gates of Commerce, etc.
He has served Fortune 100 clients and helped numerous small to medium-sized companies experience explosive growth, including helping one struggling company with only 3 sales reps become the 16th fastest growing, privately held company in America on the INC 500 list.
He hosted a daily radio spot for 7 years growing to over 200 stations nationwide and was a frequent guest on television and radio shows including The 700 Club, Moody Radio, Salem Radio and many others.