Vocabulary and acronyms

Cold Calling

Listen and repeat

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Making a Presentation

There's no small client

Emailing your prospects

Excercise: emailing your prospects

Learning about your contact

Identifying and eliminating your weaknesses

Using technology

What to do and not to do in a meeting

Roleplay: What to do and not to do in a meeting

What is upselling?

Upselling: What can go wrong?

What is cross selling?

Cross Selling: What can go wrong?

Defusing conflict

Listening for information and rapport

Using data instead of praise

Storytelling vs. Just stats

Confirming everything

Considering needs and what you listened and observed

Built-in concessions

Listening before you offer

Multiple solutions