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Excerpts from Opportunity $elling - Six Profit Producing Steps to Multiply Your Earnings
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OPEN
Your initial contact with your client, customer or prospect.
"Opportunities come from knocking on doors until they open."
"All glory comes from daring to begin."
"If you want to start a fire, you've got to strike a match." - Stew Leonard
"80% of success in life is showing up." - Woody Allen
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PROBE
Determining the problem to be solved, need fulfilled or dream realized.
"It often shows a fine command of language to say nothing."
"When you hold a conversation, be sure to let go once in a while."
"Most people will agree with you...if you'll just keep quiet."
"The answer is contained in the question." - Ancient proverb
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REVEAL
Presenting the ideas, products or services...that meet one's needs.
"Always deliver more in perceived value, than you take in cash value." - Jeff Blackman
"Nothing great was ever achieved without enthusiasm." - Ralph Waldo Emerson
"The simpler solution may not be the right one, but it's usually the one to consider first."
"The world moves largely by suggestion. Those who can implant suggestion govern those who receive it."
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TRANSLATE
The translation of features into benefits...not what an idea, product or service "is"-but what it will do.
"People invest in your ability...to deliver to them...a more favorable future." - Jeff Blackman
"I must do something, will always solve more problems than...something must be done."
"You make a living by what you get, but you make a life by what you give."
"Quality is never an accident; it is always the result of intelligent effort." - John Ruskin
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NEGOTIATE
Overcoming objections and solving problems in a win-win environment.
"Never get angry. Never make a threat. Reason with people."
"In the middle of difficulty, lies opportunity." - Albert Einstein
"The best way to destroy an enemy, is to make him your friend." - Abe Lincoln
"You get people to do what you want, not by bullying them or tricking them, but by understanding them."
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THE YES
Getting others to say "yes!"
"Selling has its real fascination in its ability to communicate, persuade and move others to action...and that is an art!" - Jeff Blackman
"Every day, you write your own paycheck."
"Don't be afraid to go out on a limb. That's where the fruit is."
"On the Great Clock, there is but one word, NOW!"
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© Blackman & Associates, Inc.
The preceding is excerpted from Jeff Blackman's sales quotation book, "Opportunity $elling - Six Profit Producing Steps to Multiply Your Earnings." (Prosperity Press, 1999.)
ORDER NOW
Jeff Blackman, J.D., CSP is an international speaker, author, success coach, broadcast personality and lawyer. His extensive work with clients in the areas of sales, marketing, negotiations, customer service, leadership and adapting to change-has earned him the title of "business-growth specialist."
His books, audio and video business-growth tools include; RESULT$, Peak Your
Profits, Carpe A.M. * Carpe P.M. - Seize Your Destiny!, How to Set and
Really
Achieve Your Goals, Profitable Customer Service and Opportunity $elling.
To learn more about how Jeff can help you-maximize results, please contact Sheryl Kantor at sheryl@jeffblackman.com, 847.998.0688, fax: 847.998.0675, Blackman & Associates, Inc., 2130 Warwick Lane, Glenview, IL 60026. Contact Jeff at jeff@jeffblackman.com.
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