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Build your identity and create your brand equity be labeled as “Trustworthy’.|Build your identity and create your brand equity be labeled as “Trustworthy’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01550.wav |
Good labels help build brand equity the opposite is also true.|Good labels help build brand equity the opposite is also true. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01551.wav |
Beyond great salesmanship and professionalism, the buyer, of course, is looking for an excellent product.|Beyond great salesmanship and professionalism, the buyer, of course, is looking for an excellent product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01552.wav |
Back up what you do with a high quality, dependable product.|Back up what you do with a high quality, dependable product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01553.wav |
and you have the formula of a winning combination.|and you have the formula of a winning combination. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01554.wav |
In fact, in my experience, you may even be able to beat the competition that might have a slightly better product|In fact, in my experience, you may even be able to beat the competition that might have a slightly better product | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01555.wav |
if your service levels are higher. The buyer is often prepared to pay more for superior service.|if your service levels are higher. The buyer is often prepared to pay more for superior service. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01556.wav |
You support your company’s success by making service an integral part of the whole customer offering.|You support your company’s success by making service an integral part of the whole customer offering. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01557.wav |
WHAT ARE THE THINGS THAT BUYERS DISLIKE?|WHAT ARE THE THINGS THAT BUYERS DISLIKE? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01558.wav |
One: Dishonesty. Dishonesty includes lying, non-disclosure or hiding of material facts,|One: Dishonesty. Dishonesty includes lying, non-disclosure or hiding of material facts, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01559.wav |
giving incomplete information or making exaggerated claims.|giving incomplete information or making exaggerated claims. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01560.wav |
All of these amount to dishonesty because if the truth was known to the buyer, his decision may have been different.|All of these amount to dishonesty because if the truth was known to the buyer, his decision may have been different. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01561.wav |
In these situations if a sale is made, it is dishonest.|In these situations if a sale is made, it is dishonest. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01562.wav |
Dishonest and Discourteous Behavior Go Hand in Hand|Dishonest and Discourteous Behavior Go Hand in Hand | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01563.wav |
It is not uncommon that when a person is running late for an appointment he doesn’t even have the courtesy to call and say “I am sorry, I am running late”.|It is not uncommon that when a person is running late for an appointment he doesn’t even have the courtesy to call and say “I am sorry, I am running late”. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01564.wav |
And the time to call is when? Before you got late or after you got late?|And the time to call is when? Before you got late or after you got late? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01565.wav |
Sadly, they walk in without calling and they don’t even have the courtesy to apologize and say “I’m sorry, I kept you waiting”.|Sadly, they walk in without calling and they don’t even have the courtesy to apologize and say “I’m sorry, I kept you waiting”. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01566.wav |
If this is the starting point, you wonder if it is even worth going ahead and if you do,|If this is the starting point, you wonder if it is even worth going ahead and if you do, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01567.wav |
how long will it last?|how long will it last? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01568.wav |
And more interestingly, even if they do call, guess nine out of ten times what do they say?|And more interestingly, even if they do call, guess nine out of ten times what do they say? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01569.wav |
“I’m stuck in traffic” Don’t get me wrong. Traffic today has become a real issue and challenge in many parts of the world.|“I’m stuck in traffic” Don’t get me wrong. Traffic today has become a real issue and challenge in many parts of the world. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01570.wav |
It is true,|It is true, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01571.wav |
but many times, people start five to ten minutes before the appointment not giving enough time for traffic, and not having the courage to say ‘I’m sorry, I started late.I apologize.’|but many times, people start five to ten minutes before the appointment not giving enough time for traffic, and not having the courage to... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01572.wav |
Only the first lie is difficult.|Only the first lie is difficult. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01573.wav |
The second becomes easier, the third much easier and very soon, they become accomplished liars.|The second becomes easier, the third much easier and very soon, they become accomplished liars. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01574.wav |
How long do you think this relationship will last? Where is the reliability?|How long do you think this relationship will last? Where is the reliability? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01575.wav |
Fast talking or smooth talking is used as a diversionary tactics as if there is something to hide.|Fast talking or smooth talking is used as a diversionary tactics as if there is something to hide. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01580.wav |
Sweet talking is a very hypocritical behavior.|Sweet talking is a very hypocritical behavior. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01581.wav |
Sweet talking is a very hypocritical behavior.|Sweet talking is a very hypocritical behavior. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01582.wav |
They pretend to be what they are not.They put on a false mask. They use courtesy as a strategy.|They pretend to be what they are not.They put on a false mask. They use courtesy as a strategy. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01583.wav |
Courtesy and integrity are a way of life,|Courtesy and integrity are a way of life, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01584.wav |
Using high-pressure tactics to sell.|Using high-pressure tactics to sell. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01586.wav |
Unpleasant surprises turn-off the customer.Customers hate unpleasant surprises because they feel cheated.|Unpleasant surprises turn-off the customer.Customers hate unpleasant surprises because they feel cheated. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01588.wav |
Why? When they feel transparency is missing they start questioning the integrity of the salesperson.|Why? When they feel transparency is missing they start questioning the integrity of the salesperson. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01589.wav |
Selling goes beyond salesmanship. Of course, the buyer is looking for a quality product and dependable service,|Selling goes beyond salesmanship. Of course, the buyer is looking for a quality product and dependable service, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01590.wav |
but what more? Whenever we think of competition, what is the first thing that comes to mind?|but what more? Whenever we think of competition, what is the first thing that comes to mind? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01591.wav |
‘Let’s see what the competitors are doing?|‘Let’s see what the competitors are doing? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01592.wav |
Let’s check what the prices are, and then undercut.’|Let’s check what the prices are, and then undercut.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01593.wav |
If price was the only factor that drove sales, we would never need any salesperson.|If price was the only factor that drove sales, we would never need any salesperson. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01594.wav |
According to an informal research, people are willing to pay up to ten to fifteen per cent price differential, without a second thought,|According to an informal research, people are willing to pay up to ten to fifteen per cent price differential, without a second thought, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01595.wav |
for three words -|for three words - | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01596.wav |
quality, reliability and dependability. The higher the price tag, the more willing they are to pay the differential.|quality, reliability and dependability. The higher the price tag, the more willing they are to pay the differential. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01597.wav |
It is one dollar. If you cheat me for ten dollars, I am not going to go bankrupt as I can easily sustain the loss.|It is one dollar. If you cheat me for ten dollars, I am not going to go bankrupt as I can easily sustain the loss. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01599.wav |
However, if I buy an item for ten million dollars,|However, if I buy an item for ten million dollars, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01600.wav |
I would rather pay one million dollar extra to protect my ten million sollars than save a million and risk the entire amount.|I would rather pay one million dollar extra to protect my ten million sollars than save a million and risk the entire amount. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01601.wav |
I have a client who bids tenders all over the world and their tenders run into several million dollars. Once the CEO said,|I have a client who bids tenders all over the world and their tenders run into several million dollars. Once the CEO said, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01602.wav |
Our bid price is invariably approximately twenty per cent higher than our nearest bidder|Our bid price is invariably approximately twenty per cent higher than our nearest bidder | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01603.wav |
and we pick up the contract or business.’|and we pick up the contract or business.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01604.wav |
Why? It’s because of three words - quality, reliability and dependability.|Why? It’s because of three words - quality, reliability and dependability. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01605.wav |
and they offer that.|and they offer that. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01606.wav |
Not only is it true in products and services but also salaries for employees.|Not only is it true in products and services but also salaries for employees. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01607.wav |
Sometimes, people ask, ‘What is the difference between reliability and dependability?’|Sometimes, people ask, ‘What is the difference between reliability and dependability?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01608.wav |
Reliability refers to products and dependability refers to people,|Reliability refers to products and dependability refers to people, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01609.wav |
which means products are reliable and people are dependable.|which means products are reliable and people are dependable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01610.wav |
Whenever a customer goes dissatisfied, ask yourself which need was left unfulfilled.|Whenever a customer goes dissatisfied, ask yourself which need was left unfulfilled. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01611.wav |
Evaluate your own performance to learn from the last transaction.|Evaluate your own performance to learn from the last transaction. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01612.wav |
Make your next transaction better than the last one.|Make your next transaction better than the last one. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01613.wav |
A recipe for failure is to start giving solutions without finding out the problems. Find out the priorities of your customer because each one is unique.|A recipe for failure is to start giving solutions without finding out the problems. Find out the priorities of your customer because each one is unique. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01614.wav |
This is what helps you to customize and adapt your presentation to suit their need.|This is what helps you to customize and adapt your presentation to suit their need. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01615.wav |
A sales professional who recognizes the special needs of a customer and appeals to their buying motive,|A sales professional who recognizes the special needs of a customer and appeals to their buying motive, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01616.wav |
ends up selling more.|ends up selling more. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01617.wav |
Meet the needs of the customer, in the following manner:|Meet the needs of the customer, in the following manner: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01618.wav |
One. Realize that each customer is a major stakeholder in your company and without his support there would be no income.|One. Realize that each customer is a major stakeholder in your company and without his support there would be no income. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01619.wav |
To make the customer feel more important, each one should be treated with courtesy and respect.|To make the customer feel more important, each one should be treated with courtesy and respect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01620.wav |
Two.|Two. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01621.wav |
Understand that in serving a buyer, we are not doing him any favor; we are only doing what we are supposed to do.|Understand that in serving a buyer, we are not doing him any favor; we are only doing what we are supposed to do. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01622.wav |
Three. Be aware that our job is to find out the buyers’ needs and wants and ensure that we fulfill them.|Three. Be aware that our job is to find out the buyers’ needs and wants and ensure that we fulfill them. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01623.wav |
Four. Know that each buyer wants to feel important; hence, he expects and deserves individual attention.|Four. Know that each buyer wants to feel important; hence, he expects and deserves individual attention. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01624.wav |
Five. Buyers want to be able to trust their suppliers.|Five. Buyers want to be able to trust their suppliers. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01625.wav |
Be cognizant of the fact that it’s trust that breeds loyalty.|Be cognizant of the fact that it’s trust that breeds loyalty. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01626.wav |
It costs six to ten times more to gain a new customer than to retain an existing one.|It costs six to ten times more to gain a new customer than to retain an existing one. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01627.wav |
Why?|Why? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01628.wav |
It is because the existing customers have already purchased from you.|It is because the existing customers have already purchased from you. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01629.wav |
They had placed trust in you. They need to be sustained. The cost of acquiring a new customer is high|They had placed trust in you. They need to be sustained. The cost of acquiring a new customer is high | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01630.wav |
because it takes a series of steps costing both time and money in opening up a new account and establishing credibility.|because it takes a series of steps costing both time and money in opening up a new account and establishing credibility. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01631.wav |
Even after acquisition,|Even after acquisition, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01632.wav |
the process of maintaining and sustaining customers continues.|the process of maintaining and sustaining customers continues. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01633.wav |
One is not a substitute for the other.|One is not a substitute for the other. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01634.wav |
Chapter 12: Quality and Credibility|Chapter 12: Quality and Credibility | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01635.wav |
Your ability to grow and prosper in a competitive world is going to be determined by how you get repeat business and how you bring new business through the door.|Your ability to grow and prosper in a competitive world is going to be determined by how you get repeat business and how you bring new business through the do... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01637.wav |
The Salesperson on the front line, is the person that interfaces with the customer|The Salesperson on the front line, is the person that interfaces with the customer | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01638.wav |
and as the ambassador of your company, he is the one who will play the biggest part in how you are perceived by the outside world.|and as the ambassador of your company, he is the one who will play the biggest part in how you are perceived by the outside world. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01639.wav |
The key aspects of building credibility are addressed below:|The key aspects of building credibility are addressed below: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01640.wav |
KNOWLEDGE. The Salesperson should have an excellent knowledge of the product,|KNOWLEDGE. The Salesperson should have an excellent knowledge of the product, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01641.wav |
the company, and of how to execute a sale professionally.|the company, and of how to execute a sale professionally. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01642.wav |
As you walk into a prospect's office, you should know: One. What are the three major strengths of the company and the product range in absolute terms|As you walk into a prospect's office, you should know: One. What are the three major strengths of the company and the product range in absolute terms | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01643.wav |
as well as in comparison to the competition?|as well as in comparison to the competition? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01644.wav |
Two. How does the product work? What does it do?|Two. How does the product work? What does it do? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01645.wav |
Three. What is your company’s business history and philosophy?|Three. What is your company’s business history and philosophy? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01646.wav |
E. Reliability and servicing|E. Reliability and servicing | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01649.wav |
ATTITUDE TOWARDS COMMITMENT. Before you make a set of commitments to a buyer,|ATTITUDE TOWARDS COMMITMENT. Before you make a set of commitments to a buyer, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01650.wav |
Evaluate whether these are realistic and can be met with a high degree of surety.|Evaluate whether these are realistic and can be met with a high degree of surety. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01651.wav |
It is unethical to promise something just to secure a sale without even knowing if it is possible.Have you added a small safety-margin in case of possible delay?|It is unethical to promise something just to secure a sale without even knowing if it is possible.Have you added a small safety-margin in case of possible d... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01652.wav |
What would happen to your credibility and to that of the company’s when your commitments are not kept?|What would happen to your credibility and to that of the company’s when your commitments are not kept? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01653.wav |
My family recently purchased some lights for our verandah.|My family recently purchased some lights for our verandah. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01654.wav |
With a straight face, the seller promised that the lights would arrive ahead of the holiday weekend.|With a straight face, the seller promised that the lights would arrive ahead of the holiday weekend. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01655.wav |
We were reassured that regardless of the busy season, the merchandise would be delivered in a timely manner.|We were reassured that regardless of the busy season, the merchandise would be delivered in a timely manner. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01656.wav |
Based on that we paid a deposit.|Based on that we paid a deposit. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01657.wav |
The weekend came and went. The next weekend came and went and so did the one after.|The weekend came and went. The next weekend came and went and so did the one after. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01658.wav |
The lights were eventually delivered a month later and in the wrong color!|The lights were eventually delivered a month later and in the wrong color! | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk01659.wav |
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