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ProActive Selling, 2nd Edition by William Skip Miller

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CHAPTER 5

How to Begin and End Every Sales Call

YOUR HOMEWORK IS DONE, and you’re well prepared. You’re in the right prospecting frame of mind. You can’t stall anymore. It’s time to get out there and start selling. It’s prospecting time.

The goals of prospecting (“Initiate”) were discussed earlier. They are:

Images Introduce yourself (Goal 1)

Images Introduce your product/service (Goal 2)

Images Determine whether to continue on through a Buy/Sell process (Goal 3) ...

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