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He tried it before and it didn’t make a difference?
The Representative didn’t provide the right evidence to support her sales story?
He knows his customers and they wont buy it
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He personally liked the product?
He has regular customers buying it?
The product adds colour to the display?
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0
1
2
3
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Engaged the customer from the outset
Very weak but still got him talking
Non existent
Option 4
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Gave him brand facts at the start?
She listened and probed on his answer about how's business
She smiled a lot
She gave a powerfull opening benefit statement
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