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Test Techniques for closing the sale: offer first what the customer does not want

QUESTION 1: WHAT IS THE PURPOSE OF FIRST OFFERING SOMETHING THAT THE CUSTOMER DOES NOT WANT?

QUESTION 2: WHAT IS THE TECHNIQUE OF FIRST OFFERING SOMETHING THAT THE CUSTOMER DOES NOT WANT?

QUESTION 3: WHY IS IT IMPORTANT TO PRESENT THE LESS DESIRABLE OPTION IN A TRANSPARENT MANNER?

QUESTION 4: WHAT SHOULD BE EMPHASIZED WHEN PRESENTING THE SECOND OPTION?

QUESTION 5: WHAT SUPPORT CAN BE USED TO BACK UP THE EFFECTIVENESS OF THE SECOND OPTION?

QUESTION 6: WHAT IS EMPHASIZED BY HIGHLIGHTING THE UNIQUE BENEFITS OF THE SECOND OPTION?

QUESTION 7: WHAT CAN BE OFFERED AS AN ADDITIONAL INCENTIVE TO MAKE THE SECOND OPTION MORE ATTRACTIVE?

QUESTION 8: WHAT IS THE PURPOSE OF HIGHLIGHTING UNIQUE BENEFITS AND PROVIDING AN ADDITIONAL INCENTIVE?

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