People sell how they buy

People sell how they buy

People sell how they buy explains one of the problems frequently encountered in sales training. Salespeople do miss elements or have blind spots in the sales process based upon what they feel sales is and is not.

There are 3 components to the understanding this process:

  1. The sales training and knowledge the salesperson has will influence the sales process
  2. The personality and or beliefs the salesperson holds about sales in general can make or break the sales process
  3. How salespeople make purchases in their own daily life influences their ability to sell and overcome objections.

These three items combined do play into the action salespeople make when they are out in the field selling. The people sell how they buy idea is much more than just a few concepts placed together. Salespeople are largely rules by the three ideas about selling style and abilities listed previously.

Sales trainers for the most part treat sales training as a one size fits all event and then wonder why they are not able to get the same results for everyone.

 

The focus on people sell how they buy

Most sales training does not take into account asking salespeople what their buying style is or what they do.

The average sales trainer will bring students into a room and start presenting without having any idea the style needed to present to.

There are really three styles of buyers and they will be introduced as well as the main underlying factors of people sell how they buy.

Your buying style is your selling style

Sales training can only take salespeople so far. There are all sorts of great techniques and strategies to employ while out in the field it may be tough to choose from all of them.

One of the underlying causes of most salespeople’s failure is they revert back to their own buying style. A salesperson buying style tends to become their selling style.

In other words, people sell how they buy or you sell how you buy.

As an example if a salesperson struggles with being put under pressure they will have a tough time pressuring the buyer.

A salesperson who likes short presentation will tend to give a short presentation.

A salesperson will sell their product how they would buy or they say what they would like to hear if in the buyers’ shoes.

Your own buying process has more to do with your sales process than you could ever imagine.

Many times salespeople will enroll in great training only to discard the parts of the process because they are uncomfortable to their own buying style. There is a mismatch of sorts for their comfort zone and the strategies they could use.

For the most part what is uncomfortable for a salesperson typically isn’t performed or thought about. These processes may be role played with a sales manager or trainer but in the real world they are discarded and not used. Salespeople role play how they sell in the real world. Its not uncommon to hear a salesperson say “I don’t do that in the field” but they do.

You play how you practice and you practice how you play, this is true in sports and in sales as well.

Salespeople may have a belief of what sales is and they may be wrong. Sales may be a fable in their mind meaning they think they know what sales it but they do not. Doing the same process over and over again can hurt salespeople because they get bored and want to change the process.

It is easy to want to do a short presentation and hope the other person will make the purchase. The truth is every sales call takes time and effort in order to close the deal. Whatever you miss up front will have to be made up somewhere else.

Your greatest enemy in the sales process is your selling style if you are uncomfortable in any aspect of selling. This is also true if there are parts of the sales process you do not care for.

The sales process you will use does echo your own buying style and this can work for you or against you.

Not all buyers are the same and neither are salespeople. It is easy to be a Monday morning quarterback when it comes to breaking down a call but are you really comfortable with your sales process or do you leave aspects out?

Training elements of people sell how they buy

Watching sales training from the front of the room is not anywhere close to seeing the training from sitting with the crowd. Sales trainers get to see the subtle winces and flinches to the tough but necessary parts of the processes. All salespeople do this at some point in their sales lives and your manager or trainer does see it.

Chances are good if you think a part of the sales process would not work on you, then you may not use or even try it. Most salespeople hear what they need to do but when it comes to implementing the ideas they run away.

Some of the problems you will find in training is the lack of belief in results. If you as the salesperson does not buy the underlying message of the process none of the process will ever be used.

If there is a lack of belief in the sales trainer the process is doomed before the salesperson ever talks to someone who can buy.

Sales training may be easy to pay attention to but not always so easy to put to use. This is where you will see a group of salespeople get results and the rest will not. Implementation of the learned sales processes must happen as soon as they are learned.

The struggle some salespeople face is holding onto training and not using it until the perfect moment. This bank of horded information of sales information ends up never being used. Implementing ideas and concepts fast is the key even if it is against your own buying style. This lack of action is almost always done out of fear of the process not working out.

Sales training can be monotonous and tedious if the basics are being reviewed consistently and because of the feeling the basics boring they are largely ignored. There is nothing tedious about practicing the basics, this is sales.

You must determine your own selling style

In order to close more sales you must understand what you like to do in your own sales process as well as what you do not like from others. This is where you can find what your true enemy in the sales process is.

When you shop for goods and service in your own personal life pay attention to how you make decisions. It could be you write in a journal or you observe your style to see what goes into the sales process. If you have a significant other you may want to pay attention to their style as well because it may influence your presentation in front of buyers as well. Sometimes parents and close friends can influence your sales process as to what you may or may not do as well if there are comfort issues or lessons taught in life.

Most salespeople never think about the problems their own buying style creates for training they take or the sales process. Most failures in the sales process are blamed on the product, service, or the buyers.

Instead of just buying something blindly take the time to note how you have made your decision. This process of figuring out your own buying style does take time and effort but it will pay off when you need it the most.

There are quite a few items or questions you can take note of:

  • Do you take a long time to decide or are you a quick decision maker?
  • Are you a window shopper?
  • Do you like to be courted by the salesperson?
  • Do you like the salesperson to try and build rapport or do you like to cut to the chase?
  • Do you like the salesperson to address you in a specific way or does this matter to you?
  • Do you like discounts or do you like items that are unique?
  • Is there a certain amount of information you like to acquire or do you take the salespersons word for it?
  • What type of questions do you ask?
  • How many questions do you ask?
  • Do you like a full product demonstration?
  • Are you intrigued by all of the sales information you can get your hands on?
  • How patient are you with your salesperson or the representative being met with?
  • How do you talk to your salesperson, do you talk to them or at them?
  • Are there questions you do not want to answer?
  • Are there questions you feel manipulated when answering?
  • How long of a presentation are you comfortable with?
  • Is it all about the price or is it about the experience?
  • When do you become uncomfortable in the sales process with questions or closing processes?
  • Do you get nervous with silence?
  • What happens when the salesperson asks for the business?
  • Do you like direct questions or do you like the salesperson to beat around the bush?
  • Do you read reviews on product sites and ask the salesperson about flaws?
  • Do you ask for discounts and if so how many?
  • Do you play games with the salesperson or are you straight up with them?
  • Do you have buyers remorse once you buy or are you ok with your decision?
  • Does it satisfy you when the salesperson keeps in touch or do you find it annoying?

All of these questions do matter and can be asked for large purchases as well as small purchases. It may be time consuming to look at your own buying style.

What type of presentation do you like?

The amount of information you need to make your own buying decision has impact on the presentation you give to a potential client especially if you are struggling.

If you like to gather tons of information you may believe your buyer needs just as much as you do in order to make a decision. You may even over compensate for the sales not being made and make your presentation way longer then what it needs to be.

Pay attention to the previous list to help determine your own buying process and style.

On the other end of the spectrum you may not need much information to make a decision. If you like short presentations, you may get impatient with a slow buyer. If this style represents you there is a possibility you are cutting your process even shorter than normal to try and get to the next sale.

If you are a slow buyer you may feel rushed from someone who is a fast buyer.

Does a fast buyer seem like they are reckless to you and your sensibility?

All of these ideas can translate into how you sell and your own style and in the end will lead to objections, rejection or the sale.

When a salesperson struggles they will present to their own style especially if they are under great pressure to close the sale. This is the personality sale people try to make and go to the buddy sell. This means more than a sales process the call is a rapport process with no point.

Just because you only need a certain amount of information to make a decision does not mean your buyer has the same style as you. A hidden danger is when too much rapport has been built is to remove parts of the sales process and not just presentation. This reversion backwards in the sales process happens frequently. Sometimes the buyer has heard enough and they pull the trigger on the purchase.

When salespeople get the objections in the sales process they tend to blame the buyer for not making the decision to buy. The real fault lies in the abilities of the salesperson.

Once again your sales process is influenced from your own buying style or even what you believe sales is.

Referrals and other forms of buying proof

Some buyers love to get their hands on information from other people in the form of referrals or literature. Some salespeople hate giving this information out as it seems as if the buyer is dragging their feet. If you need tons of proof in your own buying process the chances are really good you are doing the same for your buyers. You could be giving them too much information and overloading their process.

On the other hand if you do not need all of the glossy pictures in order for you to make a decisions you may be leaving this part of the equation out for the buyer and their needs. This may seem pushy to the person you are working with and building resistance you do not need in your sales presentations.

If you do not deal with the concerns of the buyer in the presentation you will have to deal with them in the negotiation or discount phase depending upon how you sell. In other words if you cut out steps in your sales presentation you will have to cut out money at the end of the sales call.

The power of questions in the sales process

Questions are one of the best ways you find out what to deliver to the buyer in the form of needed information.

One of the questions you could use is:

The last time you had to make a similar purchase what did you need to move forward?

There are literally thousands of ways to ask this same question to the buyer. Salespeople who do not look for buying criteria may be hoping the information they would need to make the decision would be enough to buy.

Most salespeople do not ask enough questions as if they are scared of the answers. Great questions are the road to understanding what the buyer needs. If you get annoyed at salespeople asking you questions there is a good chance you will not even come close to asking enough of the buyer when you met with them. The key to questions is to pay attention to the answers and ask clarifying questions to determine what the real answer was.

Under pressure of closing the sale or in a struggle questions are typically ditched for stories with no point in the hopes rejection will not happen from running the sales call the right way. Salespeople can talk themselves right out of the sale.

The sales struggle and the sub routine

In a sales struggle you go to your buying style, this is one of the main reasons why you need know how you buy. This is not something taught in sales training because most sales trainers do not know this piece of information. This is part of the key to being able to sell more consistently.

You will want to look for all of the items that annoy or frustrate you in your own purchases because you will tend to remove them from the sales process with the buyer. You will want to present the entire amount of information needed for the person you are sitting with.

In your struggle with sales you will lose focus of the buyer and focus on yourself. You may even use the phrase “If I were you” more than you know.

When it comes to not making sales your ability to recoup depends upon your knowledge of yourself and your go to buying actions.

Negotiations and how you sell  

In your own buying world how do you like negotiations to happen? Are you one who asks for a discount on everything or do you not care.

Do they make you uncomfortable to ask about if so does it annoy you when you are asked for discounts.

Do you get annoyed with people who use coupons or look for every bargain they can get?

This information matters because you will either respond or react to your client and how they buy.

You may identify with the buyer at any point in the sales process if they buy like you especially in the end zone where negotiations matter.

If you look for big discounts you may give up too much money too quick in the deal. If you look for deals and bargains you may identify with a buyer who wants to stall on the sales process. If you are a unique buyer you may miss the signs from the buyer who wants a discount but is scared to ask for one.

Almost all sales end up in some sort of negotiation so why not be ready for it. If you do not like to negotiate when you buy then you may be creating problems for yourself when it comes to “talk turkey” with the buyer.

If you get stressed out in a long negotiation so will the buyer. The buyer will react to you or they will respond to how you work with then.

Your ability to negotiate at the end of the call may be the difference between making the sale and walking away with nothing from the buyer.

Managers and sales trainers

A sales manager or trainer can only train to their comfort zone or capability. Managers, trainers and salespeople all fall under the “People sell how the buy” banner.

A manager will manage salespeople to how they would sell the product themselves out in the real world. This can work for you if they have a similar sales style or against them if you have opposite beliefs in what selling is and is not.

You may not buy into what your manager or trainer teaches because of your own buying and selling style. This does not mean they do not have good information, what it may mean is the information they have does not work for your selling style.

This doesn’t give you any reason to give up on the sales process, it may mean you need to find someone who has a similar style to your own. You should always be looking for a way to improve and push your own boundaries and sometimes it takes time to find the right manager or trainer.

Ask for the business – close the deal

If you don’t like someone asking you for the business then you are in for a rough ride when it is your turn to ask the buyer for theirs.

Your own fear could be creating your own sabotage in the sales process. If you are uncomfortable with a salesperson putting any buying pressure on you there is going to be a problem when you are in front of a buyer.

The numbers are staggering where the salesperson never asked for the business out of fear of rejection or because it was out of their comfort zone.

If you buy into what the buyer says because it rings true to your own style you are leaving money on the table for someone who is willing to close the deal and collect the commissions.

Common objections like “I wanna think about it” or “I need more information” could be your own worst enemy if you have a tough time making a buying decision in the sales process.

In conclusion

Your buying style really is your selling style and it can hurt you or help you to know this information as it envelops your entire sales process.

 

 

 

Technique for sales to be increased

Techniques for sales to be increased:

There may be something in your sales presentations whether live or by video that you have never thought of that is costing you sales or even conversions. When you take a look at how people operate in their daily lives they have certain fears, wants and or desires. When you use these to help them the seductive power of your process makes it easy for them to buy.

 

Your job as a persuader is to make it as easy as possible for your client to buy. That means that you will want to influence them ethically first and foremost. One of the most overlooked strategies is to make sure that they as a buyer do not have to do anything that will embarrass them or make them feel awkward.

 

Now this may seem silly but just reflect for a moment and it may not seem like a sales technique…

 

When was the last time that you were ok with looking silly in front of strangers or even people that you are close to? You may be one of those zany extroverts but for most people out there the fear of looking dumb or being embarrassed is too much to handle.

 

Chances are if you are like most people the idea of looking dumb is too much to handle.

 

In some instances people will announce “I have a dumb question” to soften up the probability of looking bad.

 

So how does awkwardness in your presentation keep you from persuading others to your way of thinking?

  • ·         The buyer doesn’t want to ask an important question because they will look dumb.
  • ·         The buyer may decide that they don’t want to tell you a fear or even open up about an issue because it will make them not look smart.
  • ·         You may have said something that caught them off-guard about how the product or service works and they don’t want to ask how it will help them or for clarification.
  • ·         You may have just pushed them too far out of a comfort zone that you do not know how to deal with to get them back engaged.

 

Now it is a good idea to get your potential client to open up and ask questions but not to make to force them into a question where they may feel like they look silly or dumb.

 

If the buyer looks like they have the deer in the headlights look going on you may need to work on your techniques for sales to be increased.

 

There are a few questions that you can use alternating to see where they are at:

  • ·         Are we on the same page?
  • ·         What type of questions do you have right now?
  • ·         What is your biggest concern at this point?
  • ·         If you had a question right now what would it be?

 

There may be a fine line where they have questions and they may be on the edge of looking silly it is when they get embarrassed over a question or an idea where you lose the sale.

 

So you don’t believe it’s possible to lose a sale overlooking silly or being embarrassed?

 

How many times has someone been about to walk away from an offer only for you to find out through some persuasive questioning techniques that the buyer was scared to ask for a discount or to change the terms of an agreement. That happens every day and sales and or clients are lost because of it. 

 

How many times have you been in a store and needed help and once asked by an associate of the store if you need help the answer is “no”.

 

Embarrassment dangers in reverse

 

Now on the opposite side of the coin is the potential persuader who has the client on the hook and decides to correct them on items or ideas that have no bearing on the product or service being offered? Embarrassment doesn’t always come from questions the problems may come from the corrective statements that are made during the course of the meeting.

 

So you know all about left handed shovels and your potential client starts a story and has a tough time about getting the facts right. It is so easy to want to correct the person especially when you know more about the situation than they do but it does have the possibility to kill your deal really fast.

 

In a situation where it may hurt the buyer pointing out the corrective issue in a way that doesn’t not make them look bad is a good idea so they understand what they get what they are buying or investing in. Your voice inflection may destroy your ability to make a sale because it comes across condescending.

 

By the way demanding an answer is not a sales technique. It just comes across as needy or rude.

 

If you have a set sales presentation or script that you use consistently you will find that you will get the same types of questions over and over again in the same or similar spots. If you are dealing with people who may be a bit more submissive it may be a good idea to have an altered presentation that allows them to not have to ask a tough question that they may feel dumb about.

 

For some this may seem like bad advice or over the top and that is ok. Salespeople have sales personalities and that is why you can use the same script or process as someone else and get completely different results.

 

So it’s not about you?

Buyers react and respond to your personality and persona just like you do with theirs. Making sure that you do not put your client or potential client in a bad position allows you to have conversations with them and be engaged instead of thinking how they can ask a question and not look silly. 

 

As always I would like to thank you in advance for your commitments and or questions.

 

Now go implement

 

 

Scott Sylvan Bell

 

Connect on twitter:

@scottsbell

How to sell more: learn negotiation sales skills part 1

How to sell more: When selling to others who are sophisticated buyers that may have attended negotiation or sales training your sales skills or techniques may need some supercharging to deal with their tactics. Learning how to sell more takes your knowledge to be expanded as much as possible.

 

Negotiators will tell buyers that they need to do a few things to get their point across or to get the best deal. It is good to know that in negotiation classes they teach to:

  • ·         Ask for more than what is wanted or throw in ridiculous demands above and beyond what should be normal for an industry or service
  • ·         Stall with false time constraints or even seem to put off deliver, installation or even paying for a service
  • ·         Use claims of others intentions or offers
  • ·         Interrupt the sales person consistently

 

Negotiations can be dealt with and learn how to sell more
learning how to sell more through negotiation training

 

One of the first things that negotiators will teach is to ask for more than what is wanted meaning that whatever product that you have to offer will not be enough. More demands must be made in order to satisfy the ability to gain the order or the service. There may be a few things asked for above and beyond to get this “demand”:

 

  1. 1.      A faster delivery time or altered time schedule
  2. 2.      More warranty on the service or product
  3. 3.      More service from representatives, delivery personnel, technicians, installers or the help desk
  4. 4.      Customization in some way or another from the product or service
  5. 5.      More quantity or the product
  6. 6.      More discounts than normal or a list of discounts
  7. 7.      More flexible payment options
  8. 8.      Preferential treatment in some way or some fashion
  9. 9.      Act disinterested, change the subject or act bored through a presentation or after the buying question is asked
  10. 10.  Cash back or gifts (this is known as a bribe)
  11. 11.  Any combination of the list above

 

Some instructors for negotiating will call these ploys “gambits” or tricks to get the seller to give more up than normal.

 

In some instances it is taught to overwhelm the seller with so many demands or gambits that they will have to give some of them up. Within this course it is taught to not put a value or level of importance to any of the demands as to make all of them equally important thus the reason they are all there. This is a common negotiating tactic.

 

Negotiation strategies can be used as persuasive selling skills
Negotiating training can be part of how to sell more

 

There are also those who like to exploit new sales people and actually hope to get one who will bend as much as possible to get the sale. For the most part new sales people are not told about the games that some potential clients or buyers play. Going up against a professional buyer for a new salesperson may be difficult if these games are not shared or taught.

This overwhelming of demands is meant to tear the salesperson down as much as possible or demoralize them so that they cannot build momentum through the sales call or the negotiation. It is also hoped that the salesperson is desperate to make sales so that extra demands can be thrown in.

 

The is a play that people will make also and that is to be a jerk sort of speak to make them less human or difficult to deal with so that no common ground may be formed. Salespeople will find that the more difficult to build momentum or rapport in the sales call the more that it is frustrating and hard to figure out a game plan.

 

It is the belief on the part of the negotiator that the more that the buyer can throw you off, then more that you as a seller will have to give up in concessions to make the sale or to make the deal.

 

If you are prepared as a seller and know these games that buyers play you will have a greater opportunity to not be frustrated or thrown off while these negotiating tactics are being used.

 

You may have the best persuasive selling skills or tactics but if you do not know where potential clients or buyers will try to throw in a monkey wrench into your abilities you may find it difficult to make the sale.

 

In the next article we will take a look at the false constraints buyers or potential client will use.

 

As always I would like to thank you in advance for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits: Business Man by graur razvan ionut, Dollars by worradmu

How to sell: Get good sales advice

How to sell: There is some great information when it comes to sales and learning how to increase sales and there is plenty of horrible information.

 

Depending on who you have learned your persuasive selling skills and techniques may make all of the difference for you over time and who your sales manager is can destroy all of your selling talent in a way you may not have thought of.

 

Sales managers or business owners have a goal and that is to get the most product sold with the least amount of issues from the buyers or the clients. This focus on volume can take sales people to the edge of extremes that they may not be able to recover from.

 

It is one thing to learn how to sell it’s another thing to learn how not to sell and there is a fine line in between.

 

What is just as important while making the sale is what you do after the sale once you get your paycheck.

 

learn how to sell more by using good sales advice
Persuasive selling skills and techniques include good sales advice

 

One of the most destructive things that a sales manager can do for a salesperson may come from something that you would not imagine and that is to keep buying things so that a salesperson has to keep up a certain volume to pay for the debt that he or she has acquired. These things can be in many forms:

  • ·         Houses
  • ·         Rental properties
  • ·         Cars / motorcycles / boats
  • ·         Jewelry
  • ·         Clothing
  • ·         Sporting packages
  • ·         Vacations
  • ·         Stocks with borrowed money
  • ·         Gifts

 

This list of items can go on forever depending on what you like to spend your money on. There are some mangers out there that are taught to train sales people to make these types of purchases so that they have to keep making sales to pay for all of the toys.

 

The drawback is that there are quite a few problems that will either lead to sales failure and or ultimately sales rejection.

 

If a salesperson has more bills than they can afford or are just on the edge of paying for everything that they have there is a certain level of stress involved in their everyday life. Now there are some salespeople who can cope with the stress but for the most part there are plenty of sales people who get in way over their heads and eventually burn out with a stack of debt that they cant pay.

 

The reactions to having more bills than salespeople can afford can take the struggling salesperson through many different places:

  • ·         Drugs of all sorts
  • ·         Heavy drinking
  • ·         Gambling
  • ·         Affairs
  • ·         Borrowing money from alternative sources that can eventually turn to violence
  • ·         Anger
  • ·         Depression

 

For salespeople who know how to sell or have been in the field for a while they have seen the issues that spending money can cause. It is important to set your limits and be careful with who you take advice from when it comes to some of the purchases that would be presented from someone who benefits from your sales.

 

Increase your persuasive selling skills and use good sales advice
Get good sales advice, avoid bad sales advice

 

Pinpoint when you are getting good advice or when you have a sales manager pushing you to buy more products to keep you selling more of their goods. In many instances sales people will stop selling when they feel like they have made enough money for the week or the month.

 

In all this is just a friendly reminder that not all people have the best interests in mind for you even sometimes your boss or manager. Sometimes the sales wave is great and it feels like you cant get off of it but eventually it will come crashing down and it may take you out with it.  

 

If you have just gotten into sales or you are now at a position where your sales are becoming more consistent this is a dangerous trap to avoid.

 

As always I would like to thank you for your comments and or questions.

 

Now go implement!

 

Scott Sylvan Bell

 

Photo credits:Businessman With Headache by Ambro, Hand Shaking Business People by Ambro

Why people say “I wanna think about it” part 3 the making of a sale

[youtube]http://www.youtube.com/watch?v=XHrhnf3V9CQ[/youtube]

“I wanna think about it” and how to get past it part 1

I wanna think about it” and how to get past it part 2

Sales training seems like it has been built around “I wanna think about it” sales programs and sales people think about if they are going to hear that phrase from the moment they get up in the morning. Traditional closing skills may not be enough anymore as sales have changed more in the last 2 years than it has in the last 80 years.

 

To get around the objection it takes some time and planning through some engineering of persuasion. In the previous 2 articles “I wanna think about it” has been described and explained why people say it and what it actually means.

 

When watching this video think about the sales process and whether or not you would be willing to step outside your comfort zone and try something new.

 

The more that you can make yourself more uncomfortable in any process the more opportunities that you have to make money or experience new things in life.

 

This sales process is easy to use and the amount of influence needed doesn’t changed it just needs to be applied correctly. There are a few things that you must do first and determine what will work for you client and also build some rapport. If you just roll this out without learning what you can do to help the person or the group that you are with it will do you no good at all. 

 

The buyer that you are with must have confidence in you and your company or service. This persuasive sales technique works best once your homeworkers been done and only once you determine what will work or this technique will backfire on you.  
Your job is to narrow down the options for the buyer so that you can take away the “I wanna think about it” feeling from them. You must let the person or the people work out what they do and do not like for the first 2 options. If they talk themselves into a position that they want and feel is needed for them they will take the third option once they have talked it out but do not ask them if there is anything that they do not like about the last option. You will only ask what they do like about it. If you ask for the bad you will end up in a stalemate for moving forward.

Sales success comes from working through sales challenges and finding ways to make the process work for you.

 

Sales software may or may not be able to help work through the objection process but it doesn’t do much to help the real life situations. Through role playing you will be able to learn how to defeat most sales objections. Take your time and learn to have fun with your clients it will help you relax because everything will be fine and normal.
Learning how to sell more and get past objections can be done from learning about what it takes to infleuce people the right way. Persuasive selling skills and techniques have fundamentals that you must learn. “I wanna think about it” has to be one of the most common objections that stumps salespeople. Learn more persuasive selling techniques and stragegies here:

 

I would like to thank you in advance for your comments and oq questions about learning how to get past the objection of “I wanna think about it”.

 

Now go implement!
Scott Sylvan Bell