How Successful People Make Decisions
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More Consistent
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Less Consistent
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They know what they want, and they know when they are ready to get it.
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Ask if they want what you are offering.
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Try to change their minds.
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They are intelligent and educated buyers, and will quickly grasp the obvious benefits of the features.
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Give them the key features.
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Talk about obvious benefits.
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They use their time efficiently.
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Be brief.
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Engage them in conversation.
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They are direct and decisive.
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Be direct and to the point.
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Be indirect and elusive.
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They see through most schemes and are experienced in how people are influenced.
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Be open and transparent.
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Use subtle techniques such as NLP.
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They focus more on positive opportunities than on negative issues.
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Focus on positive paths forward.
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Focus on “their pain” or their problems.
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They weigh their options carefully, and examine both sides.
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Explain benefits and detriments when asked.
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Accentuate only the positives.
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They do what works.
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Do what works, according to actual results.
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Do what should work.
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They are very selective about who they do business with.
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Be selective in who you do business with.
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Try to sell at every opportunity.
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They do business with people they trust and respect.
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Be that person
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Get them to like you
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They want value and reliability
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Focus on reasonable value and reliability.
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Get them to believe that you offer the best of everything.
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They proceed where they see a high probability of success.
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Estimate probability of success and act accordingly.
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Spend time and money on any “live” prospects.
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