2. Sales Perspectives The Aspen Way

3. Building Your Business From the Ground Up

4. Authority Responsibilit y Accountabi lity

6. 1.Sales are Achieved Through Meeting People’s Needs What are they buying? What are you selling?

7. 2.People Buy Based on Feeling, Not Rational Thought

8. 3. Ask for the Sale You loose almost 100% of the sales you do not ask for!

9. 4. Ask for Referrals!

10. 5.It’s a Numbers Game

11. 6. SW Some Will! Some Won’t! 3

12. 7.People Like to Buy from Positive People!

13. 8.People Like to Buy Things that are Shiny and New and Sparkly!

14. 9.If I Trust You, I Will Buy from You

15. The Trust Equation Weighted Expectations Clarity of Expectations Delivery on Expectations x Trust

16. 10.The Price is Right

17. Sales Perspectives The Aspen Way