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Brian Tracy
Advance Selling Techniques-Disc 4
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#
Title
Time
Info
1
Finding the gap
7:55
2
Problem solving and asking questions
3:46
3
Implicit vs explicit needs
1:57
4
The ABC Theory of buyer motivation
2:16
5
Techniques for conducting a gap analysis
9:36
6
Rapport, problems, and solutions
3:24
7
Several key aspects of selling
4:20
8
Thirteen forms of value
4:39
9
Dealing with price objections
9:18
10
Three types of buyers and benefits
4:53
11
Five ways to make a customer feel important
6:51
12
Hot-button selling
4:36
Total time
58:52