2 - To be effective sellers…

To sell powerfully sales people must keep the following in their "working memory" while interacting with prospects:

1. What to say to get prospective clients attention and create interest in them
2. What questions to ask to engage the them effectively
3. The most appropriate questions to ask to find out the pain the prospective clients may have and also the pleasures they want
4. What and how they have to present their solutions using features and turning them into benefits and prospective clients' WIIFM(What's in it for me) question
5. The objections the prospective clients raises
6. Their own thoughts about the real intent of the objections
7. The new strategy to overcome objections and create units of conviction
8. The facts about the products or services they represent
9. The thoughts about how to combine these all in their answers

And this is difficult for sales people to do while interacting with prospective clients, unless they are prepared and planned thoroughly with their sales pitch.