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

Index

R

Rackham, Neil, 55–56, 221

Reciprocal relationships, 51–52

Reese, S., 54

References, 142

Referrals, 146–147

Regrading sessions, 233–234, 248

Relationship-focused behavior, solution-focused vs., 4

Repeatability, 64

Requests for information (RFIs), 178

Requests for proposal (RFPs), 42, 76–77

Customer Focused Selling applied to, 249

qualifying, 178–180

Requests for quotation (RFQs), 178

Researching prospects, 141

Response cards, 131

"Results envy," 131

Review and edit, customer, 143

RFIs (requests for information), 178

RFPs (see Requests for proposal)

RFQs (requests for quotation), 178

"Rifle" approach, 141

Role playing, 227

"Running a beauty contest," 190

Westside Toastmasters on Meetup