By Eric Bradley

<h2>America's No. 1 promoting expense Guide</h2>
For approximately 30 years, Antique dealer Antiques & Collectibles has been the major resource for info on antiques and collectibles. packed with professional recommendation, vetted values and 4,500 colour pictures, Antique Trader offers the clearest and so much accountable photograph of this amazingly different and luxurious market.

Inside you are going to take pleasure in various new amassing components, in addition to outdated favorites. together with: Asian artwork, bottles, ceramics, Civil conflict collectibles, clocks, comedian books, cookie jars, collectible figurines, furnishings, glass, Hallmark memento adorns, representation artwork, kitchenware, body spray bottles, petroliana, toys, classic garments and Zippo lighters. additionally new this 12 months is Top Lots, a function highlighting the bestselling effects from a number of the most interesting public sale homes nationwide.

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The good news is that this insight, along with hundreds of 15 Copyright © 2004 by The McGraw-Hill Companies, Inc. Click here for terms of use. 16 Sales Techniques selling secrets, will be revealed in great detail throughout the remaining chapters of this book. But, for now, let’s settle for a quick look at this career-changing truth. Selling’s Biggest Success Secret Revealed The secret to selling is to be in front of qualified prospects when they’re ready to buy, not when you need to make a sale.

It makes no difference. You, too, need a process that allows you to move through the sale easily and quickly, a process that will empower you to be in control, that allows you to know where you are going next in the sales process. ) and so will your results. The process that we teach is called the IMPACT Selling SystemTM (William T. Brooks, High Impact Selling: Power Strategies for Successful Selling, GamePlan Press, 1988). It is broken down as follows: • Investigate—prospecting, positioning, pre-call planning, promoting, attracting • Meet—engaging the prospect • Probe—asking the questions so you can recommend a solution and make the sale • Apply—recommending a solution that addresses your prospect’s greatest need or want • Convince—maximizing solid proof and allowing your prospect to experience the truth of your claims through third-party corroboration • Tie it up—finalizing the transaction, cementing and reinforcing your sale, asking for the order There are three simple rules for following the IMPACT System: • Don’t skip a step to get to any other step.

3. They have a relative sense of urgency about the decision. 4. They have a significant level of trust in you and your organization. 5. They are willing to listen to you. ❏ Smart salespeople don’t waste a lot of time in front of prospects who don’t have all of the characteristics of a qualified prospect. ❏ Being liked merely leads to selling price. Being trusted leads to selling value. Value is a far better selling tool than price. ❏ Prospects buy for their reasons and according to their time schedule for purchase.

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