Index
Acknowledge stage in decision cycle, 22–27
commitment to change in, 88–89
number of people in, 37
Acknowledge step in objections to change, 135–136
and confirming step, 141–145
behaviors avoided in, 51–52
Aging parents, 11–12
Aim of questions, 52–54, 56, 86
Analytical personality type, adjustments needed for, 156–157
“And?,” as developing probe, 67
Apology avoided in confirming objections to change, 143–144
Asking questions. See Questions asked
Belief, 6–15
importance of, 7
in sales product, 8–10
Buyer’s remorse or reconsider stage, 34–36, 103
Buying cycle, 18
Cars
decision point in purchase of, 25–26
rental of, 76–78
Change
belief in, 6–15
commitment ...
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