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Selling Without Confrontation
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Table of Contents
Contents Introduction
Planning for a Productive Sales Call
Preparing for a Productive Sales Call
Establishing a Comfortable Business Climate for Effective Two-Way Communications
Uncovering Client Needs/Concerns/Applications
Presenting the Solution From the Client's Needs Position
Turn Questions, Complaints, and Objections Into Opportunities
How to Get Commitment
Post-Call Analysis and Follow-Up
A Selling Attitude
Index
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