Monday, March 28, 2011

Sales Tip 122: “Avoid Information Gaps and You’ll Get the Sale”

Don’t let yourself get caught not knowing the following:

• Do I have all the information about  the buyer's needs?

• Do I need information about the customer’s buying procedure?

• Do I need information about the competition including a “No Buy” option?

• Do I need information about potential resistance?

The last question is the most important. Remember that people don’t resist their own ideas…only ideas that someone else is trying to foist on them – ideas that they don’t own. The most successful sales people are the ones that have answers to all of the above questions and successfully gets the prospects to “Own” the idea of buying a new home.


  1. An information gap activity is an activity where learners are missing the information they need to complete a task and need to talk to each other to find it. In sales there should be not information gap. Thanks. Nice post. Thanks.

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  2. I have heared a lot about this but today after reading this blog I came to know some of the essential aspects about sales tips.
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