{"id":98,"date":"2015-07-29T22:31:14","date_gmt":"2015-07-29T22:31:14","guid":{"rendered":"https:\/\/courses.candelalearning.com\/salesx17xmaster\/?post_type=chapter&p=98"},"modified":"2015-07-29T22:31:14","modified_gmt":"2015-07-29T22:31:14","slug":"chapter-8-the-preapproach-the-power-of-preparation","status":"publish","type":"chapter","link":"https:\/\/courses.lumenlearning.com\/cerritos-sales-1\/chapter\/chapter-8-the-preapproach-the-power-of-preparation\/","title":{"raw":"Chapter 8 The Preapproach: The Power of Preparation","rendered":"Chapter 8 The Preapproach: The Power of Preparation"},"content":{"raw":"
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Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM<\/h2>\r\nYou met Tonya Murphy in Chapter 3 \"The Power of Building Relationships: Putting Adaptive Selling to Work\" when she talked about the power of relationships. Part of building relationships that work is doing your homework. It\u2019s not enough to simply use the information you gathered when you were prospecting and qualifying.\r\n\r\nRide along with Tonya and learn how she researches and develops an \u201cI know\u201d statement as part of her preapproach before every sales call.\r\n\r\nhttps:\/\/youtu.be\/KKAuEtNAlNo\r\n\r\n<\/div>\r\n<\/div>","rendered":"
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Video Ride-Along with Tonya Murphy, General Sales Manager at Radio Station WBEN-FM<\/h2>\n

You met Tonya Murphy in Chapter 3 “The Power of Building Relationships: Putting Adaptive Selling to Work” when she talked about the power of relationships. Part of building relationships that work is doing your homework. It\u2019s not enough to simply use the information you gathered when you were prospecting and qualifying.<\/p>\n

Ride along with Tonya and learn how she researches and develops an \u201cI know\u201d statement as part of her preapproach before every sales call.<\/p>\n