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CHAPTER 2 · BOTH EDITIONS
Practice without pressure
Practice listening before practicing a pitch. Ask an assistant to play a thoughtful person with a real question, then stop after each reply so you can respond.
Put it to work
- Use this prompt: Play a cautious potential customer. Ask one question at a time. Do not invent product facts. Wait for my answer.
- Practice five exchanges. Ask for feedback on clarity, listening, pressure, and unsupported assumptions.
- Try again using fewer words. Write down one question you will use in a real conversation.
TRADE EDITION
Role-play review
Role-play a buyer comparing providers. Ask about scope, approval, risk, and timing.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Role-play review
Role-play a customer comparing products. In a separate practice, handle an opportunity question without earnings promises.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.