the science of sales success and how to get rich_109

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_{Sometimes, it makes sense to skip or rush through one or more of the MPs. You might need to do so in any one of the following situations:}

• _{Costly sales expenses to conduct MP 2: Measure Potential in person. Therefore, conduct MP 1: Spark Interest and as much of MP 2 as possible simultaneously via phone or e-mail to qualify long-distance prospects.}

• _{Customer emergency requires an immediate proposal; you go straight to MP 3: Cement Solution. Again, try to establish customers' long-term goals, so short-term emergency solutions are consistent with them.}

• _{A strong MPC 3: Solution Confirmed leads you right into MP 4: Implement Agreement. MP 4 becomes the logical conclusion to the previous MPC commitments. The stronger the measurable benefits, the greater the chances that MPC 3 and MPC 4 will occur at the same time.}

• _{With multiple decision makers, conduct MP 2 to MP 4 with gatekeepers. Their MPC 4: Agreement Confirmed is their endorsement for you to meet with the advocates or final decision makers.}