

 How to get and hold attention?

 Move along the current
 Advertisements
 Displays
 Showmanship and appeal
 How to arouse interest?
 planned talk about customer’s interest
 Harping on buying motives
 How to create desire?
 Stress selling points
 Suggest something solid
 Present and demonstrate
 How to convince?
 Overcome the possible objections and doubts
by various methods:
 Directdenial method
 Indirect denial method
 Compensation method
 Question method
 Pass up method
 How to get positive action?
 Try to divert his attention from price to his
gains by talking:
 Quality
 Utility
 Durability
 Payment by installments
 How to satisfy?
 Satisfaction can be built on the pillars of :
 Product
 Selling house
 Services of salesman