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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 8

Other Common Misconceptions

It’s not a huge mystery. If you know how to communicate your ideas and you feel you have a sound concept and have researched, then you have all the information you need to make a sale and communicate with people.

—JB, P’Kolino, Miami

Idea Modification and Prototyping

As discussed earlier, the number of meetings you will have with any given prospect will range from one to several. It is a process, and the goal is to keep it moving to the best of your abilities. This means securing the next meeting before leaving the current one and not letting the absence of a prototype stop you from engaging potential prospects.

The idea of walking into a meeting without a prototype can be awkward, depending, of course, on ...

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