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Questions That Sell by Paul Cherry

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Day 1. Samantha Talks with a Manager in Accounting

Today Samantha calls on Greenville Hospital, a medium-size hospital in the suburbs of a large city. Samantha knows that this hospital has been trying to revamp its image and grow its market share, but it has come up against a wall because of the larger-than-life reputations of other nearby hospitals. She hopes that employees of the hospital will view her product as a great opportunity rather than just another expense.

Samantha first calls on a manager in the accounting department who is listed on the hospital’s website as a contact. Here is their conversation:

Samantha: Good morning. How are you doing today?

Manager: I’m okay. How can I help you?

Samantha: I am calling to talk with you about ...

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