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conceptual data model example conceptual modeling using the entity the most popular high level conceptual data model is… Dealing with the "float factor," the internal blocker, and intimidation Establish your credibility by providing the one thing the Economic Buyer always wants Competition Learn the types of competition Understand how focusing on the competition can be just as dangerous as ignoring it Leverage a new strategy to use against competition Ideal Customer Measure the fit of your opportunity using the Ideal Customer Profile: a reliable tool for concentrating on win-win business Sort and prioritize prospects according to this profile The Sales Funnel Maximize your most precious resource: selling time Leverage the Sales Funnel for account tracking and territory management Avoid the "boom and bust" income cycle Discover an effective balance between the four types of selling work Strategic Analysis: The Blue Sheet Pull it all together into an action-based strategy for a structured, proven, 60-minute sales analysis Leverage a complete, detailed picture of your Single Sales Objective Illustrate who should do what and when to move your sale toward a close Conceptual Selling Customer's Concept Understand what the Customer's Concept is and why it is Crazy Little Thing Called Love 2 The Missing Years Thai Movie to understand it Connect the Concept Sale and the Product Sale Know why download enter the zone pdf Concept Sale always has to come first Action Commitments Set customer action targets for every call Determine your Best Action Commitment: the most you can expect from the customer as a result of the call Identify your Minimum Acceptable Action: the least you'll settle for Know what to do when you "can't get" the minimum Use the Guidelines for Commitment: make mims drug handbook free download pdf they are specific, realistic, and measurable Single Sales Objective Learn the most common error 63 nayanmargal story in tamil pdf download setting objectives Identify Single Sales Objectives that are measurable and tangible Hear examples of "fuzzy" and sharply defined SSOs Valid Business Reason Establish a business reason for each call Develop the criteria you must have for download muvizu 3d full crack idm effective VBR Credibility Hear why credibility is key to getting started in every call Learn the three types of credibility: earned, transferred, and established by reputation Understand why you should test your credibility on every call Getting Information Recognize what information is missing and who is the best person to ask Leverage questioning as a process to confirm and uncover information Explore the five question types: Confirmation, New Information, Attitude, Commitment, and Basic Issues Superb Communication Maximize the understanding between yourself and the customer Compare the effects of "Question Shock" and Golden Silence Discover the proven benefits of Golden Silence Giving Information See why differentiation is imperative to buying decisions Understand the importance of leveraging your unique strengths to differentiate your company, product or service Decipher the difference between unique strengths and features and benefits Use the acid tests for differentiation: "So what?" and "Prove it!" 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