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Unformatted text preview: -Need Satisfaction (customer focused) 40/60-Problem Solving (customer focused) 30/70 Set Goals and Objectives: First Impression and Approach: Before you meet the customer, when you greet the customer, first 3 minutes of meeting with the customer: Building rapport: be personable Identifying needs and questioning: SPIN Selling: Neil Rackham Guidelines...
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- Spring '11