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There are two words that you should be aware of when presenting your materials, recommendation, overcoming objections, and especially when in the closing step.
I ‘think' this will really reduce your electric expenses.
Mr. Prospect, I ‘know' you're going to be impressed with the savings on your electric bill.
The word ‘think' implies ‘doubt'. The word ‘know' implies ‘belief'.
Listen to what you're saying. How many times do you say, “I think….”
|Jennifer Mathes, Ph.D.|