Posts Tagged ‘Magic Wand’

The great sales trainer, Larry Wilson, taught that before we could sell our prospect, we needed to “warm them up.”  He recommended using an ember.  Now don’t get the wrong idea!  He did not mean we were to set them ablaze.  In this case Larry used ember as an easy to remember acronym.  E.M.B.E.R. stands for “Establishing a Mutually Beneficial Empathic Relationship.”  Some salespersons today might say that we need to create a “Win Win” relationship with the prospect. For both the salesperson and the prospect to believe that the purchasing ...