CHAPTER 10

Validate

YOU’RE MAKING PROGRESS on controlling the process. You started the process with generating initial interest. You did your homework. You figured out when to call, who to call on, and where to spend your time. You’ve learned the three languages appropriate to three company levels, and you can now speak the right language to the right person all the time. Then, armed with your prepared 30-Second Speech, you made the first sales call. You got the prospect’s attention and interest, then you Summarized, Bridged, and Pulled (SBPed) to the Education phase. You did a good job of sales education and, together with the prospect, developed a SalesMap. During the Initial Interest and Education stages, you were qualifying to MMM and the ...

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