The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
O
obstacles/objections, see hinge(s)
Oops! step (of Cement Solution phase), 199, 218
open-ended questions, 134–136
opportunities
decision columns in, 14–17
high-return, 6, 9
measurable components of, 27–33
options, product, 59–60
organizational characteristics, 76–77
outvaluing competitors, 81, 147
owners, 37–38
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