Let
customer buy from you; don't sell to them. You can accomplish this by
following three basic steps. It's called Pull Marketing:
- Let prospects know what they will gain from your wares.
- Let prospects know why they would be better off buying from you and not your competitor.
- Let them know that your price is fair given the added value you include.
Practice
the emotional appeal to combat resistance we talked about a couple of
days ago and you will find yourself using Pull Marketing – that's
when the customer buys from you after you've made your spiel. You
allow what you have presented to make them want to buy from you.
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