Brian Tracy
Advance Selling Techniques-Disc 4

other

#    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