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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’s not enough to simply use the information you gathered when you were prospecting and qualifying.
Ride along with Tonya and learn how she researches and develops an “I know” statement as part of her preapproach before every sales call.(click to see video)