Gqn this mole tr

LMA NEWS &VIEWS

(Continued from page 26) ment expenditures, lower the taxes and balance the budget. The Budget act of 1976 required a balanced budget in 19g0. As Senator Cranston stated during a talk show, ,.Since approval of the 1980 budget was also a law, that law would therefore supersede the 1976 law. " In short, it doesn,t make a bit of difference what the previous law may have been, Congress can supersede any that they see fit. The problem is that they do not see fit to supersede the laws requiring federal spending. Please help yourself and your industry. Contact your respresentative and tell him what you expect of him. Keep the pressure on all year.

Sell the Silent Customer

Silence on the part of the customer at the end of a sales presentation may be a negotiating tactic to throw you off base or it may be a sign of trouble. Try to read the signs and react correctly.

o Taking time to think: keep quiet.

o Doesn't have authority to buy: suggest a second discussion, tactfully giving him a chance to consult his boss.

o Doesn't want to show ignorance: push to wrap up the deal, forcing them to ask questions.

. Can't afford the purchase: cut down size of the order or offer a trial period.

o Sees no need for the product: ask direct questions to discover what you have left out.

o Doesn't like you or your presentation: politely ask objections, leave offer, refer to your sale manager.