In this month's installment in our sales training series - which follows February's and March's columns on buyer motivation ("If you want to sell, do this ..." pgs. 56 and 68, respectively), we'll look at the art of painting mental pictures for your buyer - an art that can result in an AOR.
A seller does not always know everything - if anything - that is on a buyer's mind. This is particularly true if you adopt the holistic selling approach of helping a buyer with more than just benefits.
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