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Get Inside Your Customer's Head

Learning to sense if they're ready to buy

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One important talent top salespeople have is the ability torecognize customers' demand stages and shape theirpresentations accordingly. Knowing whether customers are gettingready to place an order or just starting to comparison shop cangive salespeople a sixth sense about which objections a particularcustomer is most likely to raise and what benefits will ring aprospect's bell.

Excerpted from Creative Selling: Boost your B2B sales

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