value-added solutions, 181-203 creating perception of value, 199 vehicles, prospecting via, 114 verifying questions, 172 visual input, 187 visualization, 40-41, 47

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ЦШ И1:11

Index

walk-points, 232

Wealthy Barber, The (Chilton), 42, 214 Wilson, Larry, 181 winning edge, 147-148

win-win-win-win situations, 225-226, 228, 235, 244 Woods, Tiger, 9 wristwatches, 94

ЦШ И1:11

Index

Yellow Pages, prospecting via, Ц14 yes

moment of, 220

three ingredients in, 213-214

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ЦШ И1:11

Index