Hello Sharks,
The third part in The Shark Sales System is The Jaws! The Jaws was named from the pop-culture movie Jaws. If we remember in the first parts of the blog I painted a picture of being in the open ocean and you notice a shark in the water with you. If you know the movie Jaws then you are sure to think of this movie while in the water with the shark.
During this part of the Sales System you as the rep start to find out the pain of the customer(s) or the reason(s) for doing business. We as Sharks have to remember that customers buy for their reasons and not the sales persons reasons.
This part of the cycle is the where the rep is asks the most questions. The questions are open ended and designed to get the customer talking. Remember if you are talking more than the customer you are talking to much! One mouth, two ears used them in proportion.
Until next time,
~ The Shark has Jaws
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