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Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

N

“Natural” salespeople, 8–9, 38–40
Negotiation, 51–52, 193–205
apples and oranges comparisons in, 203–204
conditional “give” and close in, 203
discounting in, 195–199
real, 201–202
steps in, 205
traditional buyers/sellers in, 194–195
New hires, 14–16, 20–21
New products, 113
New technologies, acceptance of, 30
“No decision” posture, 34, 190
Non-decision makers, 196
“Noun-oriented” product training, 5
Nouns, verbs vs., 15, 43, 106, 130, 131

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