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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