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These principles were uncovered the old fashioned way: Hard work. Personal interviews with 507 professional buyers and surveys with 3,759 company owners were conducted to uncover the REASONS WHY they bought from certain salespeople, or what they did to get a salesperson to lower their prices. The information was then tested online by 4,838 new and veteran salespeople from all 50 states and several international locations to prove these findings would produce results.
