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Title: Finding Unmet Needs
Running time: 13:32
Description: A theme throughout this entire series is, Without a need, don't proceed. The only way to identify unmet needs is through targeted questioning ... a critical skill Key Account salespeople must master. And individual needs are not fully qualified until prospects indicate their intent to do something about it. This program introduces nod and need questions, and shows how needs can be understood through the four What Questions: What?, Then what?, So what?, Now what?
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