Dennis Postema > Quotes

“In many cases the presentation is like a game of chess. You make a move only to have the customer respond with another move. The person who makes the smartest moves wins the game. Your goal is to be the one who outsmarts the competitor and actually brings in the sale. This is most easily accomplished when you match every question and concern with an honest and thought-provoking answer. If left with nothing else to wonder, worry over or complain about, the customer has no choice but to buy. The big question is: are you up for the rigors of the game?”
― Dennis Postema, Psychology of Sales : From Average to Rainmaker: Using the Power of Psychology to Increase Sales