Cut the CRAP and Make the Sale is the
"first and only sales handbook to marry a proven psychological
methodology to overcome your problems (CRAP) with a professional selling
techniques." By first understanding the internal selling deterrents,
you are better prepared for sales success. Catastophizing happens when a
sales rep imagines the worst will become real. Understanding the Selling
and Buyer Processes, the mystery of worst case scenario will disappear.
Rationalizing is a hurdle that allows sales people to
"logically" make sense of why they are not doing what they
should. The book arms people with successful prospecting techniques that
defeat rationalizing. Agonizing can cause complete inertia as one weighs
decisions. Overcoming agonizing means overcoming fear. Agonizing is
destroyed when you are armed with the selling tools used by successful
sales pros. Finally, Procrastinating leads to mismanagement of your most
valuable resource: your time. Sales can be lost in a matter of minutes.
While you are pursuing "bad" business, your competitors are
signing contracts.
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