Before any sales discussion can occur, we must first understand the four elements of an offer that any good salesperson must convey.
When it comes to answering the question “Why you?”, you need to show that you are an expert and there is no better way than to write a book.
As John Jantsch said in his book “Duck Tape Marketing”, before any sale, a prospect needs to know, like, and trust you. The following sections follow the “know -> like -> trust” continuum.
Following that are two more sections that look at buyer psychology and sales tactics.
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