People are motivated by getting results. When a salesperson finds himself in front of a potential buyer, their job is to show them that they will achieve their desired result. The process of achieving the result is inevitable and not what motivates the person to buy. A good salesperson will focus on the results and then follow through with the process of delivering it after they've gained the buyer's trust.   Raymond Aaron has shared his vision and wisdom on radio and television programs for over 40 years. He is the author of 10 best-selling books, including Branding Small Business For Dummies, Double Your Income Doing What You Love, Canadian best-seller Chicken Soup for the Canadian Soul, and he co-authored the New York Times best-seller Chicken Soup for the Parent's Soul. www.Aaron.com

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