The document provides 11 strategies for influencing buying decisions and becoming a selling hero: 1) Plan implementation carefully, 2) Find the real reasons for decisions, 3) Encourage competition and set criteria, 4) Reframe conversations, 5) Run pilots, 6) Make middle managers the hero, 7) Use "low-high" selling, 8) Use "high-low" selling, 9) Be the secretary, 10) Create deadlines, 11) Don't do proposals. It also provides information on learning more through books, courses, workshops, coaching and connecting with the author.

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Be a Selling Hero:
Influencing Buying Decisions

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Strategy #1: Implementation
Planning (“Changeovers”)

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Strategy #2: Find the real reason a
decision is being made

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Strategy #3: Encourage
competition, then set the criteria

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Strategy #4: Reframe the
conversation

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Strategy #5: Run a pilot.

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Strategy #6: Make the middle
manager the hero.

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Strategy #8: “High-Low” selling

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Strategy #7: “Low-High” selling

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Strategy #9: Be the secretary

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Strategy #10: Create deadlines

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Strategy #11: Don’t do proposals

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Books, online courses &
self-guided learning
Workshops & Sales Camps
Coaching, Advisory &
Consulting

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Connect with me!!
SalesQualia:
www.salesqualia.com
LinkedIn:
www.linkedin.com/in/scottsambucci
Quora:
www.quora.com/Scott-Sambucci
Twitter:
@scottsambucci
Email:
scott@salesqualia.com