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Make the Sale

How to hook prospects with a great idea

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Creative sellers with open minds have an endless market fortheir ideas. But most people don't consider themselves creativeenough to come up with good ideas. Their minds stop working whensomeone asks for an idea.

Some people actually have lots of ideas but are hesitant to usethem because they're afraid they won't be good enough. Theydon't offer their ideas, so they never get any positivefeedback. And since they don't get any feedback, they don'toffer their ideas. The loop is closed. The salespersonshouldn't judge the merits of an idea--leave that to theprospect. If the customer thinks it's good--it's good!

Excerpted from Creative Selling: Boost your B2B sales

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