CHAPTER

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8

Putting It All Together:

From Prospect to Close

I HAVE GIVEN you a lot of information, and it might be difficult to imagine what a sales call looks like when it incorporates all of the tools presented in this book. Unfortunately, I cannot be there with you to demonstrate these techniques, so I’ve chosen to do the next best thing.

On the following pages you will find a complete scenario of a sales call, from beginning to end and using all of the different types of questions I have introduced. I’ve used an example from the medical field, because salespeople are often viewed with suspicion in this field, and it can be especially tough to ...

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