Question 13 (1 point) Listen What must you do or know in order to create conviction? People don't buy facts - they buy benefits People don't buy for your reasons; they buy for their reasons You must believe that what you have to offer is 10 times more valuable than what you will receive in return You must absolutely feel in your gut that you are a giver and not a taker All of these are ways to create conviction Question 14 (1 point) Listen Jordan, the owner of a motorcycle firm, wants to reduce the cost of maintaining the existing equipment of his firm. Joe, a salesperson, recommends a new type of equipment to reduce the maintenance costs. The cost of the new equipment is $50,000, but it would save Jordan S75,000 in total. If Jordan decides to purchase the new equipment, then his return on investment will be 175 percent 130 percent 150 percent 120 percent 125 percent Question 15 (1 point) Listen Any form of evidence such as a statement, testimonial, research study, or customer feedback that conveys the value of an offering is called an) Comparative cost-benefit analysis Trial close Proof device Return on investment (RON)