CHAPTER 5
PROVISIONING AND POSITIONING: WHAT YOU NEED TO GET READY FOR THE CONVERSATION
You very likely have seen visual presentations in which the speaker displays a series of slides—one boring bulleted list after another. When I talk about using visuals in Screen to Screen Selling, I have in mind something quite different:
Visuals are diagnostics. They help solve problems, just as doctors perform tests to diagnose the cause of the patient’s symptoms.
Visuals appear extemporaneously. They appear in the order prompted by customer requests, not ...
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