Route Agreement—Have the Customer Confirm the Need

Ricky McKenna ()

Chapter Chapter 7 in The Sales Sat Nav for Media Consultants, 2023, pp 119-121 from Springer

Abstract: Abstract In the chapter on needs analysis, I repeatedly pointed out how important this information is for the further course of the sales conversation. How can you use the customer’s needs to present the offer with even more power? By having the customer confirm them. This chapter shows you the power of confirmation. Who does the customer usually believe the most? Himself! So let’s use the customer as the most credible reference when repeating his needs.

Date: 2023
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DOI: 10.1007/978-3-658-40734-6_7

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