percent of most purchasing decisions. Don't be afraid to get emotional with them-not in a teary-eyed way, but just by tapping into what makes them want the item. What are they going to use it for? How are they going to feel when they hold it in their hands tonight? What will their wife/husband think? Hints and Tips: 1. Emphasize how the product is going to change their lives. 2. Focus on the emotional benefits of the product. 3- Spell out the benefits. Don't trust people to make the conclusions for themselves. 4. Ask emotionally focused questions. Rating: 4/5 Follow Up and Follow Up Again Don't let anyone slip through your fingers. Follow up until the point when the customers are becoming audibly annoyed with you. At this point, you're probably damaging your chances more than helping them. Keep calling until they buy, or they buy somewhere else. Until then, they're still hot prospects. Hints and Tips: 1. Don't get disheartened-a no now could mean a.yes in a week. 2. Don't be afraid to call back, again and again. After all, you have a great product. 3- Even if they don't buy from you, try to find out why and continue to maintain the relationship so they buy from you next time. 4. Ask for referrals. Rating: 5/5 108