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Success in sales is not just about charisma or closing techniques — it’s about understanding the psychology of your customers and guiding them through a structured process. One such process is called the Four Boxes, a step-by-step approach designed to help sales professionals build trust, overcome customer objections, and achieve higher close rates. Here’s a breakdown of how it works:
1. The introduction (10% of the sales process)
Your introduction sets the tone for the entire sales interaction. This is your opportunity to overcome every customer’s first objection: an inherent mistrust toward salespeople. Building trust and likability right out of the gate
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