THE GOOD SALESPERSON RECOMMENDS

"You see, as the customer, you are looking for...

  That is why I recommend for you to..."

*   The good salesperson must convert the

     product´s advantages to customer-

     specific benefits..

*   The customer´s wishes and the salesperson´s

     arguments must interlock like a rack and

     pinion in the customer´s mind. That is how the

     customer is guided to the right decision by

     way of his own wishes.