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How Will This Buying Decision Be Made?

Three-quarters of the secret to professional Browns Greedy Williams Jersey , strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?

How do you know the right way to sell a customer? You ask.

For instance, you need to know when to time your sales calls, who to call on, what to present to each individual or group who will influence the buying decision Browns Jarvis Landry Jersey , and how the decision ultimately will be made. How do you learn all of this? You learn these answers by asking questions early in the game.

Competition: Whom are you competing against for this sale? Once you know, you can ask targeted questions to draw out specific needs that you can resolve but your competitors can't. And when presenting features and benefits of your products, you can lead with your specific competitive strengths.

Time Frame: When does the customer expect to make a buying decision? More importantly, when does the customer want to begin to reap the benefits expected from the purchase?

Buying Influences: Who controls the budget? Who analyzes the technical aspects of your product? Who will be responsible for making your product work correctly in the organization? This information tells you which features and benefits to stress to which audience.

Buying Process: How will the buying decision actually be made? Who must be "sold" before the transaction can be completed? Which criteria will be most important in the decision?

By getting clear answers to these questions early in the process, you can develop a strategy that will shorten your sell cycle Browns Odell Beckham Jr Jersey , allow you to anticipate and defuse objections that otherwise would arise later, and make a lot more sales.

In The Field:

Veteran salespeople are often astonished (and a bit embarrassed) by the brave new world that opens up to them after they learn to ask the Best Questions.

The day after an Action Selling Sales Training Workshop at Eaton Cutler-Hammer, the southern regional sales manager received an excited voicemail message from one of his account executives.

"I put one of the selling techniques of Action Selling to work today on a sales call and was amazed," said the account exec. "By knowing how to ask the Best Questions, I uncovered additional opportunities that I never knew existed!"

Last week Browns Bernie Kosar Jersey , I explained how to remove your old steel casement windows as you prepare each opening for the new Vinyl windows. In most of the country, you are limited to a replacement style frame, which is a new construction frame with the nail fin removed. Remember, when you removed the old casement window, you left the perimeter frame in place. So Shon Coleman Color Rush Jersey , you have a lip protruding into the opening that is approximately 12" wide. You need to order your replacement style frame to fit inside of this old frame. Measure the width from lip to lip and deduct 14 to 38". Measure the height and deduct 14". When you install the new window, rest the new frame on the bottom lip of the old frame. Leave the front of the new frame further outside than the old frame lip. How far out depends on you, and how much inside sill space you want. A quality vinyl replacement window will measure 3 14" deep. Drive a screw in the top center to hold it in place. Then, make sure the window is perfectly upright before installing a screw in the bottom center. Now you can secure the rest of the window with screws.

At this point you should have a replacement window that is approximately 58" away from the left and right wall, 12" from the bottom Carl Nassib Color Rush Jersey , and 34" from the top. You now need to insulate and trim all four sides. You should get a trim that will adhere to the face of the window frame on the outside, then go over to the wall from which the lip is protruding on all four sides. However, before applying the trim, fill the space with fiberglass insulation. You can get a roll of insulation at the hardware store. You can also get the trim there, but if you choose a wood trim Emmanuel Ogbah Color Rush Jersey , you will have to paint it. Also, wood is susceptible to weather, so you might be repainting somewhere down the road. I sell a vinyl flat trim in several different widths, that has an adhesive backing to stick to the face of the window. Since it's an exterior grade trim, it will never need maintenance. You do the same procedure when trimming out the inside. Be sure to seal where the trim meets the wall on all four sides inside and out.

If you live in the west Corey Coleman Color Rush Jersey , you have a second option. You can get a retrofit frame with a 2" lip on the outside. The purpose of the lip is to stop against the exterior of the house as you insert the window into the opening. If you have a stucco exterior with wood trim around the opening, the retrofit lip will cover the wood and rest on the stucco. However, you have to make sure the new window frame goes further into the room than the lip of the old frame. If the new frame does not go beyond the old frame, you won't be able to trim out the interior to hide the old frame. A quality retrofit window frame measures 3" deep from the back of the retrofit lip. The distance from the stucco surface to the old frame lip must be less than 3", otherwise you have to use the replacement style frame as I described above. If you are able to use the retrofit style frame Zane Gonzalez Color Rush Jersey , you eliminate the step of trimming out the exterior. You still must trim out the interior. If you have any questions about anything in this article, you can send me an email.

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