PERCIEVED

Written By Jeffrey Gitomer
@GITOMER

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.

P
— Preparation

E — Engaging Questions
R — Rapport, Respect, Real World, Relaxed
C — Creative Ideas (for customer profit, enjoyment, productivity, morale, peace-of-mind, and other values)
E — Excellent Communication and Presentation Skills
I — Incentive to buy now, and buy from you
(competition elimination)
V — Value Perception, Risk Reduction
E — Enthusiasm, Attitude, Belief, Passion, Effort
D — Dedication to Life-Long learning