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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 3

The Language of Value

Speak the Right Language

You can prospect in person or over the phone, but the conversation is typically a dialog between interested or soon-to-be mutually interested parties, the seller and the buyer. The physical act of prospecting, dialing the phone or knocking on a door, is something anyone can do. The real issue, or better yet the question that needs to be addressed before you pick up that phone or start to knock on a door, is:

“What do I say to the person when I start talking? I can dial the phone or go door to door. That’s easy. When I get someone on the line or see them face-to-face, what do I say? How do I begin the conversation so they are interested in what I have to say?”

Many salespeople have a ...

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