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A Complete Sales Cycle
Making the PresentationGet Your
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analysis P Decide answers for questions assumptive close behavior benefit Bill BROKER bulldozer chapter cold-contact COMPETING SALESPERSON copier cost customer's customers want deal decision difficult customers dollars dominant function ENFJ ENFP ENTJ ENTP ESFJ ESFP ESTJ ESTP Feeling types give going greenmail handling objections happy ideas inferior function INFJ INFP INTJ INTP Introvert/Extrovert Introverts and Extroverts Intuitive ISFJ ISFP issue ISTJ Judging types know-it-all expert lingering objections look manager MBTI meeting Myers-Briggs Type Indicator negotiation one-up power Perceiving types Personality Selling personality type position prefer presentation problem proposal prospects purchase Ralph response SALEBUSTERS sales cycle SALES REP schedule seminar Sensates Sensing types Sensing/Intuitive Sherman tank Slam dunks solution someone STEP super-agreeable sure talk telemarketing tell tend there's things Thinking types Thinking/Feeling tion trial close usually vendors