The first order of business in the process of selling to churches.

An intangible but essential success factor in acquiring and keeping customers, this is an impression that people form about you.

The number of reasons that you want customers to have to buy from you.

When prospects work with you to define their problems and implications, it's easier to get them to buy into this.

An essential part of confirming a prospect's commitment is to match your proposed benefits to these.

The amount of time a prospective customer will probably want to spend time with you if they are not curious about who you are or what you can do for them.

All salespeople enter the sales process with this amount of credibility.

By probing for these two buying motivations, you have an opportunity to uncover twice as many of your prospect's needs.

A way to position value that demonstrates that a prospect's world is more important than a sales pitch is depicted by these three letters.

For a prospect to buy from you, the perceived value of your solution must exceed this.

The two most important ingredients in creating curiosity.

These intelligent and relevant closed-end questions pique prospects' curiosity and differentiate your competence, credibility, and value.

Every time an issue is uncovered, asking "To what extent is that important?" helps reveal these, and creates a sense of urgency.

Turning this type of unrecognized need into an active need greatly increases the probability of your prospect attaching urgency to your solutions.

To successfully confirm commitment, you must know which person or group of people have this.