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  CONTENTS >> ART JONAK   Sep/Oct 2008

Asking the Right Questions

When Leading with the Product, Donít Miss the Big Picture

By Art Jonak

When you lead with the product, helping your prospect understand the big picture is key. Personal experiences with the products are nice, but the crucial question is, will other people use the products? During presentations, take time to explain that there is an active, eager market for our products and services.

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