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The Six Basic Questions
The Sales Cycle
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Alice Alice's answer ask the prospect business alliance career chapter cold call company's competitor copier deal decided decision maker decision-making develop discuss exactly feel firm focus follow formal proposal framed question future plans Future-oriented variation going happened idea important information you need initial interviewing phase issues Jones kind listening long-term look Mark means meeting need-based notepad offer outlined pagers past history Past-oriented variation pect person Plattsburgh pose potential presentation pretty problem product or service pros prospect base prospect's past ques Question Number Five Question Number Six Question Number Three questioning technique relationship response sales cycle sales questions sales rep sales training salespeople salesperson selling seminar Sherman Tank six-category small talk someone sound specific target company target organization target organization's telemarketer tell there's things tion trainer typically variation on Question vendor what's widget