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| Make them feel comfortable People never say what they really mean…at first. Most individuals learn from a very early age that saying what is really on their minds can have negative consequences. As a result, they are cautious to express their real feelings until they feel “safe enough” with another person. The professional salesperson “peels the onion” to allow the customer a feeling of safety, which allows for the free expression of thoughts, opinions and feelings. Source: Sales trainer/speaker Jeff Thull |
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