A salesperson for a national soft drink company is studying the purchases of current customers before he decides to whom he should introduce his company’s new diet drink. Which stage of the sales cycle is he in?

According to recent studies, the average person has a ________ attention span.

What percentage of unhappy customers don’t complain?

Most objections an experienced salesperson hears are not original. In fact, ________ of buyers will give you the same five or six objections.

The sales profession has evolved to where ________ is considered more important than making the presentation, handling objections or even closing.

After you ask a closing question or present the price, your most powerful negotiation tool may be

________ is probably the most effective of all prospecting techniques.

Which of the following is not one of the eleven common closing techniques presented in the text?

What is the most important factor in successfully closing a sale?

The ________ is an essential element in constructing units of conviction.