From accurately sizing up the customer to ensuring the sale is properly closed160;Based on the five stage OIMCO selling model160;this guide160;covers opening-phase selling skills, which160;includes taking control of selling space and sizing up the customer. Next are interviewing-phase selling skills, including asking open-style questions, listening actively, and triggering160;the customer"s imagination. Matching-phase selling skills include applying the SELL formula, translating benefits into real money,160;and mastering the art of storytelling. Closing-phase selling160;skills include160;tuning in to buying signals, manufacturing a close, and perfecting the art of silence. Lastly, objection-handling-phase selling skills include conditioning oneself positively to objections, prehandling predictable objections, and playing CATCH with every objection raised. These160;stages are all neatly summed up in 52 skill honing sections, with skill-enhancing exercises, to perfectly suit a busy life in sales.