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Slide 2 Sales Perspectives The Aspen Way Slide 3 Building Your Business From the Ground Up Slide 4 Authority Responsibilit y Accountabi lity Slide 5 Slide 6 1.Sales are Achieved Through Meeting Peoples Needs What are they buying? What are you selling? Slide 7 2.People Buy Based on Feeling, Not Rational Thought Slide 8 3. Ask for the Sale You loose almost 100% of the sales you do not ask for! Slide 9 4. Ask for Referrals! Slide 10 5.Its a Numbers Game Slide 11 6. SW Some Will! Some Wont! 3 Slide 12 7.People Like to Buy from Positive People! Slide 13 8.People Like to Buy Things that are Shiny and New and Sparkly! Slide 14 9.If I Trust You, I Will Buy from You Slide 15 The Trust Equation Weighted Expectations Clarity of Expectations Delivery on Expectations x Trust Slide 16 10.The Price is Right Slide 17 Sales Perspectives The Aspen Way