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+{"segments": [{"id": 1, "seek": 4613, "start": 21.13, "end": 46.13, "text": " Okay, good morning. Let's begin this class by reminding you of something which we explained last time. We talked about three phases of interaction. The pre-interaction, the interaction itself, and the post-interaction. 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Second, we are going to talk about knowledge management. What is the definition of the knowledge management and how we can manage it? Also, we are going to talk about information gathering and we will talk about its sources. What are the sources which the salesperson can use to get information? We will conclude by something called rehearsal. 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Let's start. Now, if we are going to give a title for today's class, we can say it is the planning which must be done by the salespeople before any sales transaction or any sales sale. 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information are crucial for increasing the success of the salesperson. Let's go on. 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So let's begin. When we are saying, all SAS people, they must answer this question, what do I want to accomplish? This means we are talking about setting objectives. Also, when the SAS people say, what do I know about the prospect? 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Information management. The third question which should be answered by the salesperson, what or where can I find information? This is exactly Haneen, information resources. 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What's the sales message? 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But we are referring to the same skills. Any question or comments so far? Now let's go on. Now we are going to begin or start our work by talking about the first skill which is setting objectives.", "tokens": [407, 321, 3031, 281, 20858, 420, 319, 12, 3121, 11637, 264, 1451, 3942, 597, 1633, 312, 29608, 538, 264, 5763, 10813, 294, 264, 659, 12, 5106, 2894, 5574, 538, 1451, 1651, 13, 583, 321, 366, 13761, 281, 264, 912, 3942, 13, 2639, 1168, 420, 3053, 370, 1400, 30, 823, 718, 311, 352, 322, 13, 823, 321, 366, 516, 281, 1841, 420, 722, 527, 589, 538, 1417, 466, 264, 700, 5389, 597, 307, 3287, 15961, 13], "avg_logprob": -0.1582031285292224, "compression_ratio": 1.6103286384976525, "no_speech_prob": 0.0, "words": [{"start": 312.12, "end": 312.58, "word": " So", "probability": 0.8232421875}, {"start": 312.58, "end": 313.26, "word": " we", "probability": 0.49951171875}, {"start": 313.26, "end": 313.9, "word": " tried", "probability": 0.8251953125}, {"start": 313.9, "end": 315.02, "word": " to", "probability": 0.9580078125}, {"start": 315.02, "end": 315.36, "word": " summarize", 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Like for example, a salesperson might say, I am going or the client agrees to supply information on historical inventory levels. This is a goal, this is objective, this is objective. Why? 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Because we studied in the past, sales persons must never waste their time or efforts dealing with non-significant people or staff members who are not involved in purchasing decision. So is it objective? Of course it is objective. A third objective, these objectives calls from the customer to take specific action. 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No, it isn't harmful. The harm can be happened under one scenario. If you as a salesperson, you didn't get a response, neither negative nor positive. If you didn't get a response, either it is negative or positive, this means this is a problem.", "tokens": [583, 307, 341, 257, 19727, 551, 30, 883, 11, 309, 1943, 380, 19727, 13, 440, 6491, 393, 312, 2011, 833, 472, 9005, 13, 759, 291, 382, 257, 5763, 10813, 11, 291, 994, 380, 483, 257, 4134, 11, 9662, 3671, 6051, 3353, 13, 759, 291, 994, 380, 483, 257, 4134, 11, 2139, 309, 307, 3671, 420, 3353, 11, 341, 1355, 341, 307, 257, 1154, 13], "avg_logprob": -0.14783653846153846, "compression_ratio": 1.6809815950920246, "no_speech_prob": 0.0, "words": [{"start": 535.83, "end": 536.13, "word": " But", "probability": 0.7255859375}, {"start": 536.13, "end": 536.41, "word": " is", "probability": 0.8427734375}, {"start": 536.41, "end": 536.59, "word": " this", "probability": 0.8798828125}, {"start": 536.59, "end": 536.79, "word": " a", "probability": 0.9150390625}, {"start": 536.79, "end": 537.05, "word": " harmful", "probability": 0.8955078125}, {"start": 537.05, "end": 537.49, "word": " thing?", "probability": 0.9091796875}, {"start": 538.11, "end": 538.33, "word": " No,", "probability": 0.916015625}, {"start": 538.47, "end": 538.55, "word": " it", "probability": 0.90673828125}, {"start": 538.55, "end": 538.85, "word": " isn't", "probability": 0.8447265625}, {"start": 538.85, "end": 539.23, "word": " harmful.", "probability": 0.88134765625}, {"start": 541.33, "end": 541.57, "word": " The", "probability": 0.87060546875}, {"start": 541.57, "end": 542.09, "word": " harm", "probability": 0.90234375}, {"start": 542.09, "end": 542.39, "word": " can", "probability": 0.9423828125}, {"start": 542.39, "end": 542.59, "word": " be", "probability": 0.6044921875}, {"start": 542.59, "end": 543.07, "word": " happened", "probability": 0.69580078125}, {"start": 543.07, "end": 543.67, "word": " under", "probability": 0.88671875}, {"start": 543.67, "end": 544.03, "word": " one", "probability": 0.9091796875}, {"start": 544.03, "end": 544.51, "word": " scenario.", "probability": 0.86328125}, {"start": 545.97, "end": 546.43, "word": " If", "probability": 0.93603515625}, {"start": 546.43, "end": 546.77, "word": " you", "probability": 0.93896484375}, {"start": 546.77, "end": 547.13, "word": " as", "probability": 0.7783203125}, {"start": 547.13, "end": 547.35, "word": " a", "probability": 0.96044921875}, {"start": 547.35, "end": 548.01, "word": " salesperson,", "probability": 0.810546875}, {"start": 548.15, "end": 548.31, "word": " you", "probability": 0.89013671875}, {"start": 548.31, "end": 548.65, "word": " didn't", "probability": 0.93115234375}, {"start": 548.65, "end": 548.83, "word": " get", "probability": 0.9365234375}, {"start": 548.83, "end": 548.99, "word": " a", "probability": 0.978515625}, {"start": 548.99, "end": 549.39, "word": " response,", "probability": 0.94384765625}, {"start": 550.31, "end": 550.69, "word": " neither", "probability": 0.93505859375}, {"start": 550.69, "end": 551.25, "word": " negative", "probability": 0.94677734375}, {"start": 551.25, "end": 552.83, "word": " nor", "probability": 0.86962890625}, {"start": 552.83, "end": 553.43, "word": " positive.", "probability": 0.92138671875}, {"start": 554.41, "end": 555.11, "word": " If", "probability": 0.92919921875}, {"start": 555.11, "end": 555.27, "word": " you", "probability": 0.9619140625}, {"start": 555.27, "end": 555.65, "word": " didn't", "probability": 0.94921875}, {"start": 555.65, "end": 555.85, "word": " get", "probability": 0.93701171875}, {"start": 555.85, "end": 556.09, "word": " a", "probability": 0.9873046875}, {"start": 556.09, "end": 556.65, "word": " response,", "probability": 0.95654296875}, {"start": 557.33, "end": 557.69, "word": " either", "probability": 0.9169921875}, {"start": 557.69, "end": 557.93, "word": " it", "probability": 0.87939453125}, {"start": 557.93, "end": 558.11, "word": " is", "probability": 0.86181640625}, {"start": 558.11, "end": 558.49, "word": " negative", "probability": 0.91943359375}, {"start": 558.49, "end": 558.83, "word": " or", "probability": 0.9619140625}, {"start": 558.83, "end": 559.23, "word": " positive,", "probability": 0.931640625}, {"start": 559.93, "end": 560.41, "word": " this", "probability": 0.875}, {"start": 560.41, "end": 560.79, "word": " means", "probability": 0.93408203125}, {"start": 560.79, "end": 561.21, "word": " this", "probability": 0.8564453125}, {"start": 561.21, "end": 561.41, "word": " is", "probability": 0.94677734375}, {"start": 561.41, "end": 561.65, "word": " a", "probability": 0.99658203125}, {"start": 561.65, "end": 561.99, "word": " problem.", "probability": 0.8818359375}], "temperature": 1.0}, {"id": 21, "seek": 59272, "start": 563.4, "end": 592.72, "text": " But if you received a negative response at this time, that's fine. After one month or in the second trial, you might get a positive one. So the most important thing is to get a response. To get a response. Emanuele, what would you like to say? Now listen, collecting information is considered to be step number two.", "tokens": [583, 498, 291, 4613, 257, 3671, 4134, 412, 341, 565, 11, 300, 311, 2489, 13, 2381, 472, 1618, 420, 294, 264, 1150, 7308, 11, 291, 1062, 483, 257, 3353, 472, 13, 407, 264, 881, 1021, 551, 307, 281, 483, 257, 4134, 13, 1407, 483, 257, 4134, 13, 462, 1601, 622, 306, 11, 437, 576, 291, 411, 281, 584, 30, 823, 2140, 11, 12510, 1589, 307, 4888, 281, 312, 1823, 1230, 732, 13], "avg_logprob": -0.2211044536877985, "compression_ratio": 1.5414634146341464, "no_speech_prob": 0.0, "words": [{"start": 563.4, "end": 563.66, "word": " But", "probability": 0.59716796875}, {"start": 563.66, "end": 563.82, "word": " if", "probability": 0.8896484375}, {"start": 563.82, "end": 563.94, "word": " you", "probability": 0.94873046875}, {"start": 563.94, "end": 564.44, "word": " received", "probability": 0.611328125}, {"start": 564.44, "end": 564.64, "word": " a", "probability": 0.9560546875}, {"start": 564.64, "end": 564.92, 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Step number one is representing the fertile soil for getting information later on. How? By getting a response from the customer. How? 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Positive or negative? We are progressing in our planning, in the pre-interaction phase. It is a progress. 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So here, basic information that may be useful to know about the individual.", "tokens": [407, 321, 4335, 365, 264, 700, 5389, 597, 307, 3287, 15961, 293, 586, 321, 366, 1417, 466, 3601, 4592, 597, 393, 312, 319, 26859, 538, 341, 5367, 597, 307, 437, 360, 286, 458, 466, 264, 15005, 420, 264, 3995, 5474, 13, 407, 510, 11, 3875, 1589, 300, 815, 312, 4420, 281, 458, 466, 264, 2609, 13], "avg_logprob": -0.20463268171276963, "compression_ratio": 1.5873015873015872, "no_speech_prob": 0.0, "words": [{"start": 708.41, "end": 708.71, "word": " So", "probability": 0.57861328125}, {"start": 708.71, "end": 708.89, "word": " we", "probability": 0.6474609375}, {"start": 708.89, "end": 709.19, "word": " finished", "probability": 0.6806640625}, {"start": 709.19, "end": 709.35, "word": " with", "probability": 0.8251953125}, {"start": 709.35, "end": 709.47, "word": " the", "probability": 0.85986328125}, {"start": 709.47, "end": 709.67, "word": " first", "probability": 0.861328125}, {"start": 709.67, 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memberships, hobbies, etc. Somebody might be surprised saying, why we have to collect such information? We have a general rule in the sales science.", "tokens": [5974, 1900, 22254, 293, 23338, 466, 264, 1315, 295, 264, 5474, 11, 264, 4876, 295, 264, 5474, 11, 702, 420, 720, 3205, 11, 19607, 11, 3309, 11, 6382, 8281, 11, 15428, 11, 2679, 7640, 11, 35750, 11, 5183, 13, 13463, 1062, 312, 6100, 1566, 11, 983, 321, 362, 281, 2500, 1270, 1589, 30, 492, 362, 257, 2674, 4978, 294, 264, 5763, 3497, 13], "avg_logprob": -0.15942382137291133, "compression_ratio": 1.5572139303482586, "no_speech_prob": 0.0, "words": [{"start": 730.96, "end": 731.72, "word": " includes", "probability": 0.5556640625}, {"start": 731.72, "end": 732.48, "word": " exact", "probability": 0.94091796875}, {"start": 732.48, "end": 732.9, "word": " spelling", "probability": 0.73974609375}, {"start": 732.9, "end": 733.46, "word": " and", "probability": 0.921875}, {"start": 733.46, "end": 734.22, "word": " pronunciation", "probability": 0.8876953125}, {"start": 734.22, "end": 735.38, "word": " about", "probability": 0.78271484375}, {"start": 735.38, "end": 735.72, "word": " the", "probability": 0.9111328125}, {"start": 735.72, "end": 736.04, "word": " name", "probability": 0.880859375}, {"start": 736.04, "end": 736.88, "word": " of", "probability": 0.873046875}, {"start": 736.88, "end": 737.04, "word": " the", "probability": 0.91015625}, {"start": 737.04, "end": 737.5, "word": " customer,", "probability": 0.73828125}, {"start": 737.68, "end": 737.8, "word": " the", "probability": 0.8125}, {"start": 737.8, "end": 738.18, "word": " title", "probability": 0.97412109375}, {"start": 738.18, "end": 738.34, "word": " of", "probability": 0.96142578125}, {"start": 738.34, "end": 738.48, "word": " the", "probability": 0.91259765625}, {"start": 738.48, "end": 738.9, "word": " customer,", "probability": 0.77490234375}, {"start": 739.44, "end": 739.72, "word": " his", "probability": 0.96044921875}, {"start": 739.72, "end": 739.96, "word": " or", "probability": 0.87109375}, {"start": 739.96, "end": 740.14, "word": " her", "probability": 0.970703125}, {"start": 740.14, "end": 740.64, "word": " age,", "probability": 0.93017578125}, {"start": 741.1, "end": 741.44, "word": " residence,", "probability": 0.95556640625}, {"start": 741.82, "end": 742.42, "word": " education,", "probability": 0.9326171875}, {"start": 742.92, "end": 743.1, "word": " buying", "probability": 0.9140625}, {"start": 743.1, "end": 743.64, "word": " authority,", "probability": 0.93017578125}, {"start": 744.08, "end": 744.42, "word": " clubs,", "probability": 0.9443359375}, {"start": 744.76, "end": 745.42, "word": " memberships,", "probability": 0.873046875}, {"start": 745.6, "end": 745.84, "word": " hobbies,", "probability": 0.94287109375}, {"start": 746.0, "end": 746.22, "word": " etc.", "probability": 0.83935546875}, {"start": 748.2, "end": 748.62, "word": " Somebody", "probability": 0.5712890625}, {"start": 748.62, "end": 749.0, "word": " might", "probability": 0.88525390625}, {"start": 749.0, "end": 749.16, "word": " be", "probability": 0.953125}, {"start": 749.16, "end": 749.58, "word": " surprised", "probability": 0.89404296875}, {"start": 749.58, "end": 750.08, "word": " saying,", "probability": 0.625}, {"start": 750.82, "end": 752.02, "word": " why", "probability": 0.279052734375}, {"start": 752.02, "end": 752.28, "word": " we", "probability": 0.464599609375}, {"start": 752.28, "end": 752.5, "word": " have", "probability": 0.93603515625}, {"start": 752.5, "end": 752.64, "word": " to", "probability": 0.97021484375}, {"start": 752.64, "end": 753.02, "word": " collect", "probability": 0.89794921875}, {"start": 753.02, "end": 753.38, "word": " such", "probability": 0.9619140625}, {"start": 753.38, "end": 753.92, "word": " information?", "probability": 0.82080078125}, {"start": 754.48, "end": 755.1, "word": " We", "probability": 0.904296875}, {"start": 755.1, "end": 755.38, "word": " have", "probability": 0.94775390625}, {"start": 755.38, "end": 755.54, "word": " a", "probability": 0.982421875}, {"start": 755.54, "end": 755.78, "word": " general", "probability": 0.896484375}, {"start": 755.78, "end": 756.18, "word": " rule", "probability": 0.92578125}, {"start": 756.18, "end": 757.38, "word": " in", "probability": 0.90576171875}, {"start": 757.38, "end": 757.56, "word": " the", "probability": 0.65771484375}, {"start": 757.56, "end": 757.76, "word": " sales", "probability": 0.69091796875}, {"start": 757.76, "end": 758.18, "word": " science.", "probability": 0.9697265625}], "temperature": 1.0}, {"id": 28, "seek": 78121, "start": 760.01, "end": 781.21, "text": " More information you will get about your prospects, a greater probability of success you will get as a salesperson. Therefore, let's give this scenario or this simple example. Imagine one of the sales companies is going to provide you or send you an email or a letter.", "tokens": [5048, 1589, 291, 486, 483, 466, 428, 32933, 11, 257, 5044, 8482, 295, 2245, 291, 486, 483, 382, 257, 5763, 10813, 13, 7504, 11, 718, 311, 976, 341, 9005, 420, 341, 2199, 1365, 13, 11739, 472, 295, 264, 5763, 3431, 307, 516, 281, 2893, 291, 420, 2845, 291, 364, 3796, 420, 257, 5063, 13], "avg_logprob": -0.20170455141500993, "compression_ratio": 1.5197740112994351, "no_speech_prob": 0.0, "words": [{"start": 760.01, "end": 760.33, "word": " More", "probability": 0.403076171875}, {"start": 760.33, "end": 760.83, "word": " information", "probability": 0.7958984375}, {"start": 760.83, "end": 761.01, "word": " you", "probability": 0.84326171875}, {"start": 761.01, "end": 761.13, "word": " will", "probability": 0.81298828125}, {"start": 761.13, "end": 761.31, "word": " get", "probability": 0.93359375}, {"start": 761.31, "end": 761.55, "word": " about", "probability": 0.88671875}, {"start": 761.55, "end": 761.73, "word": " your", "probability": 0.89697265625}, {"start": 761.73, "end": 762.21, "word": " prospects,", "probability": 0.88427734375}, {"start": 762.49, "end": 763.37, "word": " a", "probability": 0.73828125}, {"start": 763.37, "end": 763.73, "word": " greater", "probability": 0.94140625}, {"start": 763.73, "end": 764.43, "word": " probability", "probability": 0.9541015625}, {"start": 764.43, "end": 764.81, "word": " of", "probability": 0.9560546875}, {"start": 764.81, "end": 765.43, "word": " success", "probability": 0.88623046875}, {"start": 765.43, "end": 765.85, "word": " you", "probability": 0.84912109375}, {"start": 765.85, "end": 766.03, "word": " will", "probability": 0.859375}, {"start": 766.03, "end": 766.21, "word": " get", "probability": 0.9296875}, {"start": 766.21, "end": 766.37, "word": " as", "probability": 0.9296875}, {"start": 766.37, "end": 766.45, "word": " a", "probability": 0.92431640625}, {"start": 766.45, "end": 767.49, "word": " salesperson.", "probability": 0.8271484375}, {"start": 770.05, "end": 770.59, "word": " Therefore,", "probability": 0.453857421875}, {"start": 771.57, "end": 772.47, "word": " let's", "probability": 0.859375}, {"start": 772.47, "end": 772.63, "word": " give", "probability": 0.80712890625}, {"start": 772.63, "end": 772.81, "word": " this", "probability": 0.88525390625}, {"start": 772.81, "end": 773.19, "word": " scenario", "probability": 0.8427734375}, {"start": 773.19, "end": 773.45, "word": " or", "probability": 0.5703125}, {"start": 773.45, "end": 773.81, "word": " this", "probability": 0.8369140625}, {"start": 773.81, "end": 774.43, "word": " simple", "probability": 0.861328125}, {"start": 774.43, "end": 774.85, "word": " example.", "probability": 0.984375}, {"start": 775.61, "end": 776.07, "word": " Imagine", "probability": 0.84619140625}, {"start": 776.07, "end": 776.85, "word": " one", "probability": 0.82861328125}, {"start": 776.85, "end": 777.01, "word": " of", "probability": 0.970703125}, {"start": 777.01, "end": 777.13, "word": " the", "probability": 0.8818359375}, {"start": 777.13, "end": 777.37, "word": " sales", "probability": 0.90087890625}, {"start": 777.37, "end": 777.83, "word": " companies", "probability": 0.77490234375}, {"start": 777.83, "end": 778.29, "word": " is", "probability": 0.92626953125}, {"start": 778.29, "end": 778.57, "word": " going", "probability": 0.94189453125}, {"start": 778.57, "end": 778.77, "word": " to", "probability": 0.96923828125}, {"start": 778.77, "end": 779.21, "word": " provide", "probability": 0.92724609375}, {"start": 779.21, "end": 779.45, "word": " you", "probability": 0.91748046875}, {"start": 779.45, "end": 779.61, "word": " or", "probability": 0.81689453125}, {"start": 779.61, "end": 779.83, "word": " send", "probability": 0.85693359375}, {"start": 779.83, "end": 780.03, "word": " you", "probability": 0.958984375}, {"start": 780.03, "end": 780.25, "word": " an", "probability": 0.94580078125}, {"start": 780.25, "end": 780.59, "word": " email", "probability": 0.9384765625}, {"start": 780.59, "end": 780.83, "word": " or", "probability": 0.947265625}, {"start": 780.83, "end": 780.99, "word": " a", "probability": 0.70654296875}, {"start": 780.99, "end": 781.21, "word": " letter.", "probability": 0.95068359375}], "temperature": 1.0}, {"id": 29, "seek": 81130, "start": 782.86, "end": 811.3, "text": " with your name written inaccurately or incorrectly. What is the impression which you are going to have about this sales agency? Very bad. The same thing if you are going to receive a phone call and they are going to mispronounce your name. Is it good? It isn't good. Somebody might ask me, why as a salesperson I have to collect information about, for example, the clubs or the membership of this target customer?", "tokens": [365, 428, 1315, 3720, 37957, 374, 1592, 420, 42892, 13, 708, 307, 264, 9995, 597, 291, 366, 516, 281, 362, 466, 341, 5763, 7934, 30, 4372, 1578, 13, 440, 912, 551, 498, 291, 366, 516, 281, 4774, 257, 2593, 818, 293, 436, 366, 516, 281, 3346, 1424, 266, 7826, 428, 1315, 13, 1119, 309, 665, 30, 467, 1943, 380, 665, 13, 13463, 1062, 1029, 385, 11, 983, 382, 257, 5763, 10813, 286, 362, 281, 2500, 1589, 466, 11, 337, 1365, 11, 264, 15428, 420, 264, 16560, 295, 341, 3779, 5474, 30], "avg_logprob": -0.17212975300524547, "compression_ratio": 1.6363636363636365, "no_speech_prob": 0.0, "words": [{"start": 782.86, "end": 783.4, "word": " with", "probability": 0.5830078125}, {"start": 783.4, "end": 783.88, "word": " your", "probability": 0.89208984375}, {"start": 783.88, "end": 784.3, "word": " name", "probability": 0.896484375}, {"start": 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Imagine you are going to try to meet him in his organization or agency. After that, the secretary told you he or she is too busy. You went the second day in order to meet the same customer. You got the same response that the customer is a very busy person. So should we surrender or give it up? We can't hunt him or her. Where?", "tokens": [961, 311, 976, 1071, 9005, 13, 11739, 291, 366, 516, 281, 853, 281, 1677, 796, 294, 702, 4475, 420, 7934, 13, 2381, 300, 11, 264, 15691, 1907, 291, 415, 420, 750, 307, 886, 5856, 13, 509, 1437, 264, 1150, 786, 294, 1668, 281, 1677, 264, 912, 5474, 13, 509, 658, 264, 912, 4134, 300, 264, 5474, 307, 257, 588, 5856, 954, 13, 407, 820, 321, 22185, 420, 976, 309, 493, 30, 492, 393, 380, 12454, 796, 420, 720, 13, 2305, 30], "avg_logprob": -0.19969512067916917, "compression_ratio": 1.600896860986547, "no_speech_prob": 0.0, "words": [{"start": 813.47, "end": 813.81, "word": " Let's", "probability": 0.750732421875}, {"start": 813.81, "end": 813.95, "word": " give", "probability": 0.77587890625}, {"start": 813.95, "end": 814.21, "word": " another", "probability": 0.87939453125}, {"start": 814.21, "end": 814.69, "word": " scenario.", "probability": 0.80908203125}, {"start": 815.29, "end": 815.59, "word": " Imagine", "probability": 0.8291015625}, {"start": 815.59, "end": 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"probability": 0.947265625}, {"start": 839.85, "end": 840.07, "word": " her.", "probability": 0.96728515625}, {"start": 840.15, "end": 840.37, "word": " Where?", "probability": 0.65478515625}], "temperature": 1.0}, {"id": 31, "seek": 86262, "start": 841.64, "end": 862.62, "text": " The places where he is going to go after the end of his working day, where we are going to meet him or her, in the clubs or the associations which are or which he has a membership in. Because of this we are saying all these informations are very important.", "tokens": [440, 3190, 689, 415, 307, 516, 281, 352, 934, 264, 917, 295, 702, 1364, 786, 11, 689, 321, 366, 516, 281, 1677, 796, 420, 720, 11, 294, 264, 15428, 420, 264, 26597, 597, 366, 420, 597, 415, 575, 257, 16560, 294, 13, 1436, 295, 341, 321, 366, 1566, 439, 613, 38855, 366, 588, 1021, 13], "avg_logprob": -0.2082868292927742, "compression_ratio": 1.5766871165644172, "no_speech_prob": 0.0, "words": [{"start": 841.64, "end": 841.94, "word": " The", "probability": 0.484619140625}, {"start": 841.94, "end": 842.4, "word": " places", "probability": 0.896484375}, {"start": 842.4, "end": 843.22, "word": " where", "probability": 0.9140625}, {"start": 843.22, "end": 843.46, "word": " he", "probability": 0.91845703125}, {"start": 843.46, "end": 843.76, "word": " is", "probability": 0.86181640625}, {"start": 843.76, "end": 844.14, "word": " going", "probability": 0.94677734375}, {"start": 844.14, "end": 844.38, "word": " to", "probability": 0.95166015625}, {"start": 844.38, "end": 844.64, "word": " go", "probability": 0.94970703125}, {"start": 844.64, "end": 844.98, "word": " after", "probability": 0.79541015625}, {"start": 844.98, "end": 845.2, "word": " the", "probability": 0.8935546875}, {"start": 845.2, "end": 845.48, "word": " end", "probability": 0.9033203125}, {"start": 845.48, "end": 845.64, "word": " of", "probability": 0.96923828125}, {"start": 845.64, "end": 845.82, "word": " his", "probability": 0.9521484375}, {"start": 845.82, "end": 846.12, "word": " working", "probability": 0.92578125}, {"start": 846.12, "end": 846.42, "word": " day,", "probability": 0.9384765625}, {"start": 847.32, "end": 847.56, "word": " where", "probability": 0.8564453125}, {"start": 847.56, "end": 847.7, "word": " we", "probability": 0.83984375}, {"start": 847.7, "end": 847.8, "word": " are", "probability": 0.87744140625}, {"start": 847.8, "end": 847.98, "word": " going", "probability": 0.94677734375}, {"start": 847.98, "end": 848.12, "word": " to", "probability": 0.96826171875}, {"start": 848.12, "end": 848.28, "word": " meet", "probability": 0.966796875}, {"start": 848.28, "end": 848.42, "word": " him", "probability": 0.9306640625}, {"start": 848.42, "end": 848.54, "word": " or", "probability": 0.88330078125}, {"start": 848.54, "end": 848.74, "word": " her,", "probability": 0.96044921875}, {"start": 849.1, "end": 849.54, "word": " in", "probability": 0.86572265625}, {"start": 849.54, "end": 849.68, "word": " the", "probability": 0.88427734375}, {"start": 849.68, "end": 850.06, "word": " clubs", "probability": 0.90185546875}, {"start": 850.06, "end": 850.68, "word": " or", "probability": 0.78271484375}, {"start": 850.68, "end": 850.82, "word": " the", "probability": 0.693359375}, {"start": 850.82, "end": 851.5, "word": " associations", "probability": 0.91748046875}, {"start": 851.5, "end": 851.92, "word": " which", "probability": 0.69775390625}, {"start": 851.92, "end": 852.44, "word": " are", "probability": 0.90966796875}, {"start": 852.44, "end": 853.52, "word": " or", "probability": 0.6728515625}, {"start": 853.52, "end": 853.9, "word": " which", "probability": 0.93359375}, {"start": 853.9, "end": 854.76, "word": " he", "probability": 0.33251953125}, {"start": 854.76, "end": 857.08, "word": " has", "probability": 0.8779296875}, {"start": 857.08, "end": 857.2, "word": " a", "probability": 0.916015625}, {"start": 857.2, "end": 857.52, "word": " membership", "probability": 0.88037109375}, {"start": 857.52, "end": 857.9, "word": " in.", "probability": 0.837890625}, {"start": 859.38, "end": 859.84, "word": " Because", "probability": 0.73974609375}, {"start": 859.84, "end": 860.0, "word": " of", "probability": 0.96630859375}, {"start": 860.0, "end": 860.16, "word": " this", "probability": 0.931640625}, {"start": 860.16, "end": 860.28, "word": " we", "probability": 0.6220703125}, {"start": 860.28, "end": 860.4, "word": " are", "probability": 0.9248046875}, {"start": 860.4, "end": 860.76, "word": " saying", "probability": 0.91259765625}, {"start": 860.76, "end": 861.04, "word": " all", "probability": 0.66162109375}, {"start": 861.04, "end": 861.22, "word": " these", "probability": 0.6767578125}, {"start": 861.22, "end": 861.68, "word": " informations", "probability": 0.447509765625}, {"start": 861.68, "end": 862.02, "word": " are", "probability": 0.9375}, {"start": 862.02, "end": 862.26, "word": " very", "probability": 0.8525390625}, {"start": 862.26, "end": 862.62, "word": " important.", "probability": 0.87890625}], "temperature": 1.0}, {"id": 32, "seek": 88908, "start": 864.22, "end": 889.08, "text": " Go on. Not only is personal information important, but you should also review what you know or do not know about the client's organization. So, so far we are talking about info. So this information, they are subdivided to individual information about an individual customer. 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Is this a potential or is this a probability or a possibility? Yes. And sometimes he is going to provide you with essential information about his organization. So we are revolving in one circle. Organizations, remember, they are social organizations. 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So we are not restricted to one kind of data or information. 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Now listen, in the second slide we are going to expose to you sample of the questions which you might be asked by the customer. So this customer might ask you for example, what is the size of your business? 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It's important. Why? Because later on, if you are going to determine the size of the business, this means we can determine the expected sales volume. Generally, small businesses requiring small sales value, medium, medium, big, big. Second, what product lines do they sell and what markets do they serve?", "tokens": [440, 2744, 295, 264, 5474, 11, 307, 309, 1021, 30, 467, 311, 1021, 13, 1545, 30, 1436, 1780, 322, 11, 498, 291, 366, 516, 281, 6997, 264, 2744, 295, 264, 1606, 11, 341, 1355, 321, 393, 6997, 264, 5176, 5763, 5523, 13, 21082, 11, 1359, 6011, 24165, 1359, 5763, 2158, 11, 6399, 11, 6399, 11, 955, 11, 955, 13, 5736, 11, 437, 1674, 3876, 360, 436, 3607, 293, 437, 8383, 360, 436, 4596, 30], "avg_logprob": -0.21375000675519307, "compression_ratio": 1.6571428571428573, "no_speech_prob": 0.0, "words": [{"start": 1006.36, "end": 1006.64, "word": " The", "probability": 0.646484375}, {"start": 1006.64, "end": 1006.92, "word": " size", "probability": 0.81884765625}, {"start": 1006.92, "end": 1007.04, "word": " of", "probability": 0.96826171875}, {"start": 1007.04, "end": 1007.18, "word": " the", "probability": 0.88134765625}, {"start": 1007.18, "end": 1007.5, "word": " customer,", "probability": 0.70751953125}, 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All these are questions you as a salesperson must have the answer for them before you will speak up with the customer. Third or fourth, who are the prominent executives and other key personnel? 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Of course you should know them. A fifth question or a sixth question, who are their competitors and on what basis do they compete? Somebody is going to ask, why do we need to collect information about the competitors? To avoid risk. Also, each competitor is looking at his own competitor as an enemy. Therefore, if you are going to ask information from the competitor, he or she will be ready to supply you with this required information.", "tokens": [6454, 321, 458, 552, 30, 2720, 1164, 291, 820, 458, 552, 13, 316, 9266, 1168, 420, 257, 15102, 1168, 11, 567, 366, 641, 18333, 293, 322, 437, 5143, 360, 436, 11831, 30, 13463, 307, 516, 281, 1029, 11, 983, 360, 321, 643, 281, 2500, 1589, 466, 264, 18333, 30, 1407, 5042, 3148, 13, 2743, 11, 1184, 27266, 307, 1237, 412, 702, 1065, 27266, 382, 364, 5945, 13, 7504, 11, 498, 291, 366, 516, 281, 1029, 1589, 490, 264, 27266, 11, 415, 420, 750, 486, 312, 1919, 281, 5847, 291, 365, 341, 4739, 1589, 13], "avg_logprob": -0.1768092161730716, "compression_ratio": 1.803921568627451, "no_speech_prob": 0.0, "words": [{"start": 1067.09, "end": 1067.35, "word": " Should", "probability": 0.63330078125}, {"start": 1067.35, "end": 1067.49, "word": " we", "probability": 0.896484375}, {"start": 1067.49, "end": 1067.63, "word": " know", "probability": 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Of course. Also, do they have any previous experience with our company? In other words, a salesperson must know, have they ever dealt with us? If they dealt with us, was the feedback and experience positive or negative? Did it encounter any problems or troubles? Was the relationship or the transaction smooth and good? And so on. Also, what are the prospects for the future sales volume?", "tokens": [1119, 300, 558, 420, 406, 30, 2720, 1164, 13, 2743, 11, 360, 436, 362, 604, 3894, 1752, 365, 527, 2237, 30, 682, 661, 2283, 11, 257, 5763, 10813, 1633, 458, 11, 362, 436, 1562, 15991, 365, 505, 30, 759, 436, 15991, 365, 505, 11, 390, 264, 5824, 293, 1752, 3353, 420, 3671, 30, 2589, 309, 8593, 604, 2740, 420, 15379, 30, 3027, 264, 2480, 420, 264, 14425, 5508, 293, 665, 30, 400, 370, 322, 13, 2743, 11, 437, 366, 264, 32933, 337, 264, 2027, 5763, 5523, 30], "avg_logprob": -0.17302911254492673, "compression_ratio": 1.657258064516129, "no_speech_prob": 0.0, "words": [{"start": 1098.0, "end": 1098.26, "word": " Is", "probability": 0.568359375}, {"start": 1098.26, "end": 1098.42, "word": " that", "probability": 0.85986328125}, {"start": 1098.42, "end": 1098.64, "word": " right", "probability": 0.9091796875}, {"start": 1098.64, "end": 1098.76, "word": " or", "probability": 0.89404296875}, {"start": 1098.76, "end": 1099.0, 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Clear? Okay, go on. Now we are going to go to the third skill which is how a salesperson should master his skill of collecting information or data. 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Number two, salespeople. Somebody is going to say, who are the salespeople? The salespeople who are working inside this targeted company. Because each company has its own what? Salespeople team. 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Fifth, observation of the respective business operations. Sixth, competitors. Seventh and the final one, and the company website.", "tokens": [37168, 6619, 11, 257, 6409, 4009, 11374, 279, 1589, 294, 264, 13669, 11, 294, 264, 3021, 11, 294, 264, 3558, 13, 33588, 11, 14816, 295, 264, 23649, 1606, 7705, 13, 11678, 392, 11, 18333, 13, 1100, 37439, 293, 264, 2572, 472, 11, 293, 264, 2237, 3144, 13], "avg_logprob": -0.25423177517950535, "compression_ratio": 1.4713375796178343, "no_speech_prob": 0.0, "words": [{"start": 1215.77, "end": 1216.27, "word": " Customer", "probability": 0.6630859375}, {"start": 1216.27, "end": 1216.87, "word": " employees,", "probability": 0.7734375}, {"start": 1218.69, "end": 1218.81, "word": " a", "probability": 0.8232421875}, {"start": 1218.81, "end": 1219.05, "word": " fourth", "probability": 0.84228515625}, {"start": 1219.05, "end": 1219.43, "word": " source", "probability": 0.83740234375}, {"start": 1219.43, "end": 1221.11, "word": " publishes", "probability": 0.4456787109375}, {"start": 1221.11, "end": 1221.65, "word": " information", "probability": 0.783203125}, {"start": 1221.65, "end": 1222.31, "word": " in", "probability": 0.79443359375}, {"start": 1222.31, "end": 1222.45, "word": " the", "probability": 0.7861328125}, {"start": 1222.45, "end": 1222.69, "word": " newspaper,", "probability": 0.70703125}, {"start": 1223.05, "end": 1223.15, "word": " in", "probability": 0.83251953125}, {"start": 1223.15, "end": 1223.29, "word": " the", "probability": 0.90283203125}, {"start": 1223.29, "end": 1223.57, "word": " media,", "probability": 0.9111328125}, {"start": 1223.67, "end": 1223.75, "word": " in", "probability": 0.8134765625}, {"start": 1223.75, "end": 1223.87, "word": " the", "probability": 0.87158203125}, {"start": 1223.87, "end": 1224.17, "word": " TV.", "probability": 0.904296875}, {"start": 1225.27, "end": 1225.65, "word": " Fifth,", "probability": 0.8994140625}, {"start": 1226.15, "end": 1226.87, "word": " observation", "probability": 0.72802734375}, {"start": 1226.87, "end": 1227.23, "word": " of", "probability": 0.9599609375}, {"start": 1227.23, "end": 1227.35, "word": " the", "probability": 0.67041015625}, {"start": 1227.35, "end": 1227.65, "word": " respective", "probability": 0.429443359375}, {"start": 1227.65, "end": 1228.09, "word": " business", "probability": 0.90576171875}, {"start": 1228.09, "end": 1228.67, "word": " operations.", "probability": 0.95068359375}, {"start": 1231.01, "end": 1231.71, "word": " Sixth,", "probability": 0.916259765625}, {"start": 1231.77, "end": 1233.11, "word": " competitors.", "probability": 0.9033203125}, {"start": 1234.57, "end": 1235.27, "word": " Seventh", "probability": 0.904296875}, {"start": 1235.27, "end": 1235.51, "word": " and", "probability": 0.60546875}, {"start": 1235.51, "end": 1235.63, "word": " the", "probability": 0.8916015625}, {"start": 1235.63, "end": 1235.89, "word": " final", "probability": 0.93603515625}, {"start": 1235.89, "end": 1236.23, "word": " one,", "probability": 0.9267578125}, {"start": 1236.45, "end": 1237.67, "word": " and", "probability": 0.701171875}, {"start": 1237.67, "end": 1237.95, "word": " the", "probability": 0.90283203125}, {"start": 1237.95, "end": 1238.23, "word": " company", "probability": 0.904296875}, {"start": 1238.23, "end": 1238.53, "word": " website.", "probability": 0.89208984375}], "temperature": 1.0}, {"id": 45, "seek": 126761, "start": 1240.68, "end": 1267.62, "text": " All these are potential resources by which I can gather data and information about the potential or the expected customer or client. Now, stop here. After I'm going to collect the information and the data, the salesperson will begin executing their own major work, which is sales. 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The successful salespeople, they are sales staff members who are able to achieve a very high volume of sales.", "tokens": [440, 5763, 21123, 486, 312, 6666, 666, 732, 10479, 11, 472, 295, 552, 307, 4926, 281, 312, 4406, 5763, 21123, 11, 1339, 264, 1150, 1594, 307, 4926, 420, 307, 7619, 281, 312, 1570, 4406, 5763, 21123, 13, 440, 4406, 5763, 21123, 11, 436, 366, 5763, 3525, 2679, 567, 366, 1075, 281, 4584, 257, 588, 1090, 5523, 295, 5763, 13], "avg_logprob": -0.19583333507180214, "compression_ratio": 1.7891566265060241, "no_speech_prob": 0.0, "words": [{"start": 1269.07, "end": 1269.43, "word": " The", "probability": 0.5888671875}, {"start": 1269.43, "end": 1270.07, "word": " salespeople", "probability": 0.696044921875}, {"start": 1270.07, "end": 1270.35, "word": " will", "probability": 0.85986328125}, {"start": 1270.35, "end": 1270.53, "word": " be", "probability": 0.94580078125}, {"start": 1270.53, "end": 1271.01, "word": " divided", "probability": 0.81005859375}, {"start": 1271.01, "end": 1271.41, "word": " into", "probability": 0.828125}, {"start": 1271.41, "end": 1271.73, "word": " two", "probability": 0.77587890625}, {"start": 1271.73, "end": 1272.35, "word": " categories,", "probability": 0.94873046875}, {"start": 1273.25, "end": 1273.45, "word": " one", "probability": 0.88720703125}, {"start": 1273.45, "end": 1273.63, "word": " of", "probability": 0.92041015625}, {"start": 1273.63, "end": 1273.81, "word": " them", "probability": 0.896484375}, {"start": 1273.81, "end": 1273.99, "word": " is", "probability": 0.93212890625}, {"start": 1273.99, "end": 1274.23, "word": " named", "probability": 0.89208984375}, {"start": 1274.23, "end": 1274.41, "word": " to", "probability": 0.9365234375}, {"start": 1274.41, "end": 1274.73, "word": " be", "probability": 0.947265625}, {"start": 1274.73, "end": 1275.67, "word": " successful", "probability": 0.689453125}, {"start": 1275.67, "end": 1276.39, "word": " salespeople,", "probability": 0.900146484375}, {"start": 1277.17, "end": 1277.65, "word": " while", "probability": 0.441650390625}, {"start": 1277.65, "end": 1277.75, "word": " the", "probability": 0.44384765625}, {"start": 1277.75, "end": 1277.89, "word": " second", "probability": 0.87890625}, {"start": 1277.89, "end": 1278.23, "word": " group", "probability": 0.97314453125}, {"start": 1278.23, "end": 1278.47, "word": " is", "probability": 0.9375}, {"start": 1278.47, "end": 1278.79, "word": " named", "probability": 0.89306640625}, {"start": 1278.79, "end": 1278.97, "word": " or", "probability": 0.66455078125}, {"start": 1278.97, "end": 1279.11, "word": " is", "probability": 0.80029296875}, {"start": 1279.11, "end": 1279.49, "word": " described", "probability": 0.884765625}, {"start": 1279.49, "end": 1279.71, "word": " to", "probability": 0.92138671875}, {"start": 1279.71, "end": 1279.87, "word": " be", "probability": 0.951171875}, {"start": 1279.87, "end": 1280.19, "word": " less", "probability": 0.91015625}, {"start": 1280.19, "end": 1280.81, "word": " successful", "probability": 0.845703125}, {"start": 1280.81, "end": 1281.79, "word": " salespeople.", "probability": 0.931884765625}, {"start": 1282.63, "end": 1283.11, "word": " The", "probability": 0.83642578125}, {"start": 1283.11, "end": 1283.61, "word": " successful", "probability": 0.8388671875}, {"start": 1283.61, "end": 1284.35, "word": " salespeople,", "probability": 0.94580078125}, {"start": 1285.27, "end": 1285.51, "word": " they", "probability": 0.84228515625}, {"start": 1285.51, "end": 1286.17, "word": " are", "probability": 0.93896484375}, {"start": 1286.17, "end": 1286.93, "word": " sales", "probability": 0.89404296875}, {"start": 1286.93, "end": 1287.53, "word": " staff", "probability": 0.85302734375}, {"start": 1287.53, "end": 1288.03, "word": " members", "probability": 0.7919921875}, {"start": 1288.03, "end": 1288.25, "word": " who", "probability": 0.85693359375}, {"start": 1288.25, "end": 1288.43, "word": " are", "probability": 0.94140625}, {"start": 1288.43, "end": 1288.75, "word": " able", "probability": 0.953125}, {"start": 1288.75, "end": 1288.99, "word": " to", "probability": 0.97119140625}, {"start": 1288.99, "end": 1289.41, "word": " achieve", "probability": 0.88330078125}, {"start": 1289.41, "end": 1289.71, "word": " a", "probability": 0.982421875}, {"start": 1289.71, "end": 1290.03, "word": " very", "probability": 0.83251953125}, {"start": 1290.03, "end": 1290.47, "word": " high", "probability": 0.91015625}, {"start": 1290.47, "end": 1290.95, "word": " volume", "probability": 0.93505859375}, {"start": 1290.95, "end": 1291.41, "word": " of", "probability": 0.96484375}, {"start": 1291.41, "end": 1291.71, "word": " sales.", "probability": 0.9287109375}], "temperature": 1.0}, {"id": 47, "seek": 132131, "start": 1293.23, "end": 1321.31, "text": " While the less successful salespeople, they are sales persons who are achieving intermediate or low level of sales volume. Now, successful salesperson or less successful sales persons or people. Remember here, the two characters of each type, they are different.", "tokens": [3987, 264, 1570, 4406, 5763, 21123, 11, 436, 366, 5763, 14453, 567, 366, 19626, 19376, 420, 2295, 1496, 295, 5763, 5523, 13, 823, 11, 4406, 5763, 10813, 420, 1570, 4406, 5763, 14453, 420, 561, 13, 5459, 510, 11, 264, 732, 4342, 295, 1184, 2010, 11, 436, 366, 819, 13], "avg_logprob": -0.2865624874830246, "compression_ratio": 1.696774193548387, "no_speech_prob": 0.0, "words": [{"start": 1293.23, "end": 1293.83, "word": " While", "probability": 0.54638671875}, {"start": 1293.83, "end": 1294.73, "word": " the", "probability": 0.72265625}, {"start": 1294.73, "end": 1294.91, "word": " less", "probability": 0.912109375}, {"start": 1294.91, "end": 1295.37, "word": " successful", "probability": 0.8193359375}, {"start": 1295.37, "end": 1296.81, "word": " salespeople,", "probability": 0.796875}, {"start": 1297.35, "end": 1297.79, "word": " they", "probability": 0.814453125}, {"start": 1297.79, "end": 1298.23, "word": " are", "probability": 0.9287109375}, {"start": 1298.23, "end": 1298.85, "word": " sales", "probability": 0.8994140625}, {"start": 1298.85, "end": 1299.39, "word": " persons", "probability": 0.404541015625}, {"start": 1299.39, "end": 1299.63, "word": " who", "probability": 0.86279296875}, {"start": 1299.63, "end": 1299.75, "word": " are", "probability": 0.92236328125}, {"start": 1299.75, "end": 1300.23, "word": " achieving", "probability": 0.90283203125}, {"start": 1300.23, "end": 1301.47, "word": " intermediate", "probability": 0.8955078125}, {"start": 1301.47, "end": 1302.19, "word": " or", "probability": 0.931640625}, {"start": 1302.19, "end": 1302.39, "word": " low", "probability": 0.91943359375}, {"start": 1302.39, "end": 1302.71, "word": " level", "probability": 0.74267578125}, {"start": 1302.71, "end": 1303.15, "word": " of", "probability": 0.96044921875}, {"start": 1303.15, "end": 1303.91, "word": " sales", "probability": 0.88623046875}, {"start": 1303.91, "end": 1304.23, "word": " volume.", "probability": 0.89892578125}, {"start": 1305.97, "end": 1306.29, "word": " Now,", "probability": 0.89599609375}, {"start": 1307.75, "end": 1308.35, "word": " successful", "probability": 0.77099609375}, {"start": 1308.35, "end": 1309.31, "word": " salesperson", "probability": 0.72509765625}, {"start": 1309.31, "end": 1309.81, "word": " or", "probability": 0.383056640625}, {"start": 1309.81, "end": 1310.01, "word": " less", "probability": 0.9140625}, {"start": 1310.01, "end": 1310.47, "word": " successful", "probability": 0.876953125}, {"start": 1310.47, "end": 1311.03, "word": " sales", "probability": 0.8505859375}, {"start": 1311.03, "end": 1312.07, "word": " persons", "probability": 0.544921875}, {"start": 1312.07, "end": 1312.25, "word": " or", "probability": 0.8671875}, {"start": 1312.25, "end": 1312.51, "word": " people.", "probability": 0.93017578125}, {"start": 1312.75, "end": 1313.07, "word": " Remember", "probability": 0.7841796875}, {"start": 1313.07, "end": 1313.45, "word": " here,", "probability": 0.422119140625}, {"start": 1314.87, "end": 1316.69, "word": " the", "probability": 0.7626953125}, {"start": 1316.69, "end": 1316.93, "word": " two", "probability": 0.8935546875}, {"start": 1316.93, "end": 1317.51, "word": " characters", "probability": 0.8583984375}, {"start": 1317.51, "end": 1319.37, "word": " of", "probability": 0.92626953125}, {"start": 1319.37, "end": 1319.69, "word": " each", "probability": 0.943359375}, {"start": 1319.69, "end": 1320.15, "word": " type,", "probability": 0.82666015625}, {"start": 1320.37, "end": 1320.53, "word": " they", "probability": 0.88818359375}, {"start": 1320.53, "end": 1320.75, "word": " are", "probability": 0.93701171875}, {"start": 1320.75, "end": 1321.31, "word": " different.", "probability": 0.89404296875}], "temperature": 1.0}, {"id": 48, "seek": 134693, "start": 1322.91, "end": 1346.93, "text": " They are different in their ideologies, concentrations, techniques, strategies and so on. Let's begin comparing between the two categories. Successful salespeople are saying the research about the prospect should be in a very detailed way.", "tokens": [814, 366, 819, 294, 641, 1153, 6204, 11, 33512, 11, 7512, 11, 9029, 293, 370, 322, 13, 961, 311, 1841, 15763, 1296, 264, 732, 10479, 13, 23669, 906, 5763, 21123, 366, 1566, 264, 2132, 466, 264, 15005, 820, 312, 294, 257, 588, 9942, 636, 13], "avg_logprob": -0.24048913432204205, "compression_ratio": 1.4457831325301205, "no_speech_prob": 0.0, "words": [{"start": 1322.91, "end": 1323.25, "word": " They", "probability": 0.54736328125}, {"start": 1323.25, "end": 1323.73, "word": " are", "probability": 0.89892578125}, {"start": 1323.73, "end": 1324.27, "word": " different", "probability": 0.88623046875}, {"start": 1324.27, "end": 1324.59, "word": " in", "probability": 0.93701171875}, {"start": 1324.59, "end": 1324.93, "word": " their", "probability": 0.951171875}, {"start": 1324.93, "end": 1325.61, "word": " ideologies,", "probability": 0.9697265625}, {"start": 1326.35, "end": 1327.07, "word": " concentrations,", "probability": 0.734375}, {"start": 1327.85, "end": 1328.57, "word": " techniques,", "probability": 0.8798828125}, {"start": 1329.13, "end": 1329.51, "word": " strategies", "probability": 0.8193359375}, {"start": 1329.51, "end": 1329.87, "word": " and", "probability": 0.54443359375}, {"start": 1329.87, "end": 1330.07, "word": " so", "probability": 0.9404296875}, {"start": 1330.07, "end": 1330.43, "word": " on.", "probability": 0.947265625}, {"start": 1333.29, "end": 1334.25, "word": " Let's", "probability": 0.589599609375}, {"start": 1334.25, "end": 1334.55, "word": " begin", "probability": 0.6806640625}, {"start": 1334.55, "end": 1335.17, "word": " comparing", "probability": 0.84765625}, {"start": 1335.17, "end": 1335.51, "word": " between", "probability": 0.79248046875}, {"start": 1335.51, "end": 1335.65, "word": " the", "probability": 0.8046875}, {"start": 1335.65, "end": 1335.77, "word": " two", "probability": 0.8369140625}, {"start": 1335.77, "end": 1336.23, "word": " categories.", "probability": 0.93896484375}, {"start": 1337.33, "end": 1338.17, "word": " Successful", "probability": 0.68896484375}, {"start": 1338.17, "end": 1338.73, "word": " salespeople", "probability": 0.79345703125}, {"start": 1338.73, "end": 1340.29, "word": " are", "probability": 0.29736328125}, {"start": 1340.29, "end": 1340.81, "word": " saying", "probability": 0.89794921875}, {"start": 1340.81, "end": 1341.81, "word": " the", "probability": 0.432373046875}, {"start": 1341.81, "end": 1342.49, "word": " research", "probability": 0.953125}, {"start": 1342.49, "end": 1343.05, "word": " about", "probability": 0.86279296875}, {"start": 1343.05, "end": 1343.33, "word": " the", "probability": 0.77490234375}, {"start": 1343.33, "end": 1343.77, "word": " prospect", "probability": 0.78515625}, {"start": 1343.77, "end": 1344.29, "word": " should", "probability": 0.9619140625}, {"start": 1344.29, "end": 1344.81, "word": " be", "probability": 0.9482421875}, {"start": 1344.81, "end": 1345.25, "word": " in", "probability": 0.74462890625}, {"start": 1345.25, "end": 1345.51, "word": " a", "probability": 0.9619140625}, {"start": 1345.51, "end": 1345.79, "word": " very", "probability": 0.7900390625}, {"start": 1345.79, "end": 1346.45, "word": " detailed", "probability": 0.83203125}, {"start": 1346.45, "end": 1346.93, "word": " way.", "probability": 0.953125}], "temperature": 1.0}, {"id": 49, "seek": 137493, "start": 1348.29, "end": 1374.93, "text": " In other words, we have to collect information and data about the prospect as much as we can. While a less successful sales people, they are saying let's collect the minimum or a little level of information about the prospect. So the data here is huge and more than there. This is one difference.", "tokens": [682, 661, 2283, 11, 321, 362, 281, 2500, 1589, 293, 1412, 466, 264, 15005, 382, 709, 382, 321, 393, 13, 3987, 257, 1570, 4406, 5763, 561, 11, 436, 366, 1566, 718, 311, 2500, 264, 7285, 420, 257, 707, 1496, 295, 1589, 466, 264, 15005, 13, 407, 264, 1412, 510, 307, 2603, 293, 544, 813, 456, 13, 639, 307, 472, 2649, 13], "avg_logprob": -0.1916582593994756, "compression_ratio": 1.588235294117647, "no_speech_prob": 0.0, "words": [{"start": 1348.29, "end": 1348.55, "word": " In", "probability": 0.80419921875}, {"start": 1348.55, "end": 1348.85, "word": " other", "probability": 0.8876953125}, {"start": 1348.85, "end": 1349.35, "word": " words,", "probability": 0.892578125}, {"start": 1349.99, "end": 1350.09, "word": " we", "probability": 0.9296875}, {"start": 1350.09, "end": 1350.29, "word": " have", "probability": 0.83056640625}, {"start": 1350.29, "end": 1350.47, "word": " to", "probability": 0.97021484375}, {"start": 1350.47, "end": 1350.97, "word": " 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While", "probability": 0.8125}, {"start": 1357.71, "end": 1358.95, "word": " a", "probability": 0.2685546875}, {"start": 1358.95, "end": 1359.19, "word": " less", "probability": 0.9453125}, {"start": 1359.19, "end": 1359.67, "word": " successful", "probability": 0.8330078125}, {"start": 1359.67, "end": 1360.03, "word": " sales", "probability": 0.96337890625}, {"start": 1360.03, "end": 1360.27, "word": " people,", "probability": 0.40087890625}, {"start": 1360.37, "end": 1360.49, "word": " they", "probability": 0.8203125}, {"start": 1360.49, "end": 1360.69, "word": " are", "probability": 0.8701171875}, {"start": 1360.69, "end": 1361.15, "word": " saying", "probability": 0.87841796875}, {"start": 1361.15, "end": 1362.05, "word": " let's", "probability": 0.6683349609375}, {"start": 1362.05, "end": 1362.41, "word": " collect", "probability": 0.92919921875}, {"start": 1362.41, "end": 1362.61, "word": " the", "probability": 0.84765625}, {"start": 1362.61, "end": 1362.91, "word": " minimum", "probability": 0.96923828125}, {"start": 1362.91, "end": 1363.19, "word": " or", "probability": 0.84228515625}, {"start": 1363.19, "end": 1363.35, "word": " a", "probability": 0.9208984375}, {"start": 1363.35, "end": 1363.51, "word": " little", "probability": 0.83447265625}, {"start": 1363.51, "end": 1363.81, "word": " level", "probability": 0.92529296875}, {"start": 1363.81, "end": 1364.15, "word": " of", "probability": 0.958984375}, {"start": 1364.15, "end": 1365.07, "word": " information", "probability": 0.82763671875}, {"start": 1365.07, "end": 1365.55, "word": " about", "probability": 0.89208984375}, {"start": 1365.55, "end": 1366.29, "word": " the", "probability": 0.869140625}, {"start": 1366.29, "end": 1366.61, "word": " prospect.", "probability": 0.93505859375}, {"start": 1367.35, "end": 1367.75, "word": " So", "probability": 0.91162109375}, {"start": 1367.75, "end": 1367.93, "word": " the", "probability": 0.72705078125}, {"start": 1367.93, "end": 1368.17, "word": " data", "probability": 0.9365234375}, {"start": 1368.17, "end": 1368.47, "word": " here", "probability": 0.81884765625}, {"start": 1368.47, "end": 1368.93, "word": " is", "probability": 0.93115234375}, {"start": 1368.93, "end": 1369.85, "word": " huge", "probability": 0.87744140625}, {"start": 1369.85, "end": 1370.41, "word": " and", "probability": 0.8525390625}, {"start": 1370.41, "end": 1370.67, "word": " more", "probability": 0.9150390625}, {"start": 1370.67, "end": 1371.61, "word": " than", "probability": 0.87353515625}, {"start": 1371.61, "end": 1372.25, "word": " there.", "probability": 0.6962890625}, {"start": 1373.67, "end": 1374.31, "word": " This", "probability": 0.8515625}, {"start": 1374.31, "end": 1374.45, "word": " is", "probability": 0.9443359375}, {"start": 1374.45, "end": 1374.63, "word": " one", "probability": 0.85498046875}, {"start": 1374.63, "end": 1374.93, "word": " difference.", "probability": 0.7822265625}], "temperature": 1.0}, {"id": 50, "seek": 139790, "start": 1375.88, "end": 1397.9, "text": " A second difference between the two categories. Successful salespeople, they are using referrals for prospecting. 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While the less successful sales people, they are using just the records and the lists to collect data about the prospects. 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And this investigation was trying to answer one question, which is,", "tokens": [682, 3374, 294, 10154, 11, 420, 2597, 294, 16382, 11, 934, 3374, 658, 1080, 6327, 538, 967, 1249, 43973, 11, 2665, 6019, 2463, 3047, 281, 652, 364, 9627, 13, 400, 341, 9627, 390, 1382, 281, 1867, 472, 1168, 11, 597, 307, 11], "avg_logprob": -0.24073401024175245, "compression_ratio": 1.4344827586206896, "no_speech_prob": 0.0, "words": [{"start": 1427.22, "end": 1427.48, "word": " In", "probability": 0.880859375}, {"start": 1427.48, "end": 1427.9, "word": " America", "probability": 0.68359375}, {"start": 1427.9, "end": 1428.14, "word": " in", "probability": 0.859375}, {"start": 1428.14, "end": 1428.94, "word": " 2011,", "probability": 0.7666015625}, {"start": 1429.26, "end": 1429.34, "word": " or", "probability": 0.467529296875}, {"start": 1429.34, "end": 1429.52, "word": " sorry", "probability": 0.8544921875}, {"start": 1429.52, "end": 1429.68, "word": " in", "probability": 0.6533203125}, {"start": 1429.68, "end": 1430.38, "word": " 2001,", "probability": 0.93701171875}, {"start": 1432.0, "end": 1432.38, "word": " after", "probability": 0.806640625}, {"start": 1432.38, "end": 1432.88, "word": " America", "probability": 0.8564453125}, {"start": 1432.88, "end": 1433.98, "word": " got", "probability": 0.90673828125}, {"start": 1433.98, "end": 1434.22, "word": " its", "probability": 0.8125}, {"start": 1434.22, "end": 1434.6, "word": " blow", "probability": 0.51220703125}, {"start": 1434.6, "end": 1436.44, "word": " by", "probability": 0.90087890625}, {"start": 1436.44, "end": 1436.62, "word": " Al", "probability": 0.74951171875}, {"start": 1436.62, "end": 1437.02, "word": " Qaeda,", "probability": 0.74951171875}, {"start": 1439.14, "end": 1439.62, "word": " American", "probability": 0.7021484375}, {"start": 1439.62, "end": 1439.92, "word": " federal", "probability": 0.63916015625}, {"start": 1439.92, "end": 1440.34, "word": " government", "probability": 0.90771484375}, {"start": 1440.34, "end": 1440.8, "word": " decided", "probability": 0.94580078125}, {"start": 1440.8, "end": 1441.0, "word": " to", "probability": 0.970703125}, {"start": 1441.0, "end": 1441.14, "word": " make", "probability": 0.93798828125}, {"start": 1441.14, "end": 1441.3, "word": " an", "probability": 0.9521484375}, {"start": 1441.3, "end": 1441.78, "word": " investigation.", "probability": 0.83251953125}, {"start": 1443.78, "end": 1443.92, "word": " And", "probability": 0.482177734375}, {"start": 1443.92, "end": 1444.12, "word": " this", "probability": 0.9326171875}, {"start": 1444.12, "end": 1444.76, "word": " investigation", "probability": 0.8408203125}, {"start": 1444.76, "end": 1445.44, "word": " was", "probability": 0.93359375}, {"start": 1445.44, "end": 1445.74, "word": " trying", "probability": 0.69287109375}, {"start": 1445.74, "end": 1445.88, "word": " to", "probability": 0.97265625}, {"start": 1445.88, "end": 1446.14, "word": " answer", "probability": 0.95166015625}, {"start": 1446.14, "end": 1446.34, "word": " one", "probability": 0.91357421875}, {"start": 1446.34, "end": 1446.7, "word": " question,", "probability": 0.9326171875}, {"start": 1446.86, "end": 1447.04, "word": " which", "probability": 0.94775390625}, {"start": 1447.04, "end": 1447.32, "word": " is,", "probability": 0.93505859375}], "temperature": 1.0}, {"id": 53, "seek": 147614, "start": 1448.46, "end": 1476.14, "text": " Why CIA and FBI they were not able to anticipate the accidents or the terrorist attacks? They said America is considered to be the biggest and the first country which is using spying technology including satellites and so on and internet. When in spite of this they failed to anticipate this accident. 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In other words, they were not hiring enough agents for them. They were satisfied by dependent on technology and internet spying. That's it. Because of this, they failed. Since that accident, American strategy of collecting information and data, it changed completely.", "tokens": [2665, 7599, 994, 380, 5672, 322, 13519, 1589, 490, 14453, 13, 682, 661, 2283, 11, 436, 645, 406, 15335, 1547, 12554, 337, 552, 13, 814, 645, 11239, 538, 12334, 322, 2899, 293, 4705, 637, 1840, 13, 663, 311, 309, 13, 1436, 295, 341, 11, 436, 7612, 13, 4162, 300, 6398, 11, 2665, 5206, 295, 12510, 1589, 293, 1412, 11, 309, 3105, 2584, 13], "avg_logprob": -0.15222168574109674, "compression_ratio": 1.5953488372093023, "no_speech_prob": 0.0, "words": [{"start": 1477.54, "end": 1478.12, "word": " American", "probability": 0.7685546875}, {"start": 1478.12, "end": 1478.78, "word": " intelligence", "probability": 0.8095703125}, {"start": 1478.78, "end": 1479.28, "word": " didn't", "probability": 0.847412109375}, {"start": 1479.28, "end": 1479.76, "word": " depend", "probability": 0.9169921875}, {"start": 1479.76, "end": 1480.16, "word": " on", "probability": 0.9541015625}, {"start": 1480.16, "end": 1480.58, "word": " gathering", "probability": 0.8271484375}, {"start": 1480.58, "end": 1481.16, "word": " information", "probability": 0.83642578125}, {"start": 1481.16, "end": 1481.6, "word": " from", "probability": 0.890625}, {"start": 1481.6, "end": 1482.92, "word": " persons.", "probability": 0.77392578125}, {"start": 1484.88, "end": 1485.06, "word": " In", "probability": 0.888671875}, {"start": 1485.06, "end": 1485.32, "word": " other", "probability": 0.89208984375}, {"start": 1485.32, "end": 1485.66, "word": " words,", "probability": 0.87451171875}, {"start": 1485.8, "end": 1485.9, "word": " they", "probability": 0.88037109375}, {"start": 1485.9, "end": 1486.08, "word": " were", "probability": 0.78857421875}, {"start": 1486.08, "end": 1486.3, "word": " not", "probability": 0.94287109375}, {"start": 1486.3, "end": 1486.7, "word": " hiring", "probability": 0.9638671875}, {"start": 1486.7, "end": 1487.16, "word": " enough", "probability": 0.8818359375}, {"start": 1487.16, "end": 1487.6, "word": " agents", "probability": 0.9072265625}, {"start": 1487.6, "end": 1487.78, "word": " for", "probability": 0.93408203125}, {"start": 1487.78, "end": 1488.02, "word": " them.", "probability": 0.90234375}, {"start": 1489.04, "end": 1489.32, "word": " They", "probability": 0.79150390625}, {"start": 1489.32, "end": 1489.54, "word": " were", "probability": 0.9091796875}, {"start": 1489.54, "end": 1490.14, "word": " satisfied", "probability": 0.92041015625}, {"start": 1490.14, "end": 1490.42, "word": " by", "probability": 0.92724609375}, {"start": 1490.42, "end": 1490.82, "word": " dependent", "probability": 0.71533203125}, {"start": 1490.82, "end": 1491.4, "word": " on", "probability": 0.869140625}, {"start": 1491.4, "end": 1492.76, "word": " technology", "probability": 0.91455078125}, {"start": 1492.76, "end": 1493.06, "word": " and", "probability": 0.91943359375}, {"start": 1493.06, "end": 1493.46, "word": " internet", "probability": 0.7724609375}, {"start": 1493.46, "end": 1493.94, "word": " spying.", "probability": 0.900634765625}, {"start": 1494.1, "end": 1494.24, "word": " That's", "probability": 0.845458984375}, {"start": 1494.24, "end": 1494.48, "word": " it.", "probability": 0.95361328125}, {"start": 1495.44, "end": 1495.84, "word": " Because", "probability": 0.9013671875}, {"start": 1495.84, "end": 1496.02, "word": " of", "probability": 0.96923828125}, {"start": 1496.02, "end": 1496.28, "word": " this,", "probability": 0.935546875}, {"start": 1496.62, "end": 1496.76, "word": " they", "probability": 0.8916015625}, {"start": 1496.76, "end": 1498.22, "word": " failed.", "probability": 0.8125}, {"start": 1499.58, "end": 1500.0, "word": " Since", "probability": 0.8310546875}, {"start": 1500.0, "end": 1500.38, "word": " that", "probability": 0.93994140625}, {"start": 1500.38, "end": 1500.88, "word": " accident,", "probability": 0.90380859375}, {"start": 1501.76, "end": 1502.2, "word": " American", "probability": 0.83251953125}, {"start": 1502.2, "end": 1502.74, "word": " strategy", "probability": 0.888671875}, {"start": 1502.74, "end": 1503.06, "word": " of", "probability": 0.96728515625}, {"start": 1503.06, "end": 1503.44, "word": " collecting", "probability": 0.8935546875}, {"start": 1503.44, "end": 1504.0, "word": " information", "probability": 0.8427734375}, {"start": 1504.0, "end": 1504.24, "word": " and", "probability": 0.939453125}, {"start": 1504.24, "end": 1504.54, "word": " data,", "probability": 0.93017578125}, {"start": 1504.94, "end": 1505.12, "word": " it", "probability": 0.90869140625}, {"start": 1505.12, "end": 1505.44, "word": " changed", "probability": 0.884765625}, {"start": 1505.44, "end": 1505.98, "word": " completely.", "probability": 0.7490234375}], "temperature": 1.0}, {"id": 55, "seek": 153346, "start": 1506.86, "end": 1533.46, "text": " Now they are striving and doing their own best to increase the number of human agents who can provide them with the maximum amount of information or data. The same thing here. The successful salespeople are not satisfied by the records and lists, but also they are collecting information from referrals. The word referral, we defined it before. 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When we are saying dealt, it might be working with or lived with or friendship relationship. So this referral knows exactly how the prospect or the customer is thinking and behaving and acting.", "tokens": [316, 954, 567, 307, 1217, 15991, 365, 264, 3995, 15005, 13, 1133, 321, 366, 1566, 15991, 11, 309, 1062, 312, 1364, 365, 420, 5152, 365, 420, 13216, 2480, 13, 407, 341, 33494, 3255, 2293, 577, 264, 15005, 420, 264, 5474, 307, 1953, 293, 35263, 293, 6577, 13], "avg_logprob": -0.19612630332509676, "compression_ratio": 1.505952380952381, "no_speech_prob": 0.0, "words": [{"start": 1535.04, "end": 1535.8, "word": " A", "probability": 0.4091796875}, {"start": 1535.8, "end": 1536.28, "word": " person", "probability": 0.89697265625}, {"start": 1536.28, "end": 1536.6, "word": " who", "probability": 0.892578125}, {"start": 1536.6, "end": 1536.82, "word": " is", "probability": 0.615234375}, {"start": 1536.82, "end": 1537.24, "word": " already", "probability": 0.9404296875}, {"start": 1537.24, "end": 1537.6, "word": " dealt", "probability": 0.90087890625}, {"start": 1537.6, "end": 1538.04, "word": " with", "probability": 0.90966796875}, {"start": 1538.04, "end": 1538.88, "word": " the", "probability": 0.65576171875}, {"start": 1538.88, "end": 1539.28, "word": " potential", "probability": 0.94775390625}, {"start": 1539.28, "end": 1539.64, "word": " prospect.", "probability": 0.94091796875}, {"start": 1541.44, "end": 1542.2, "word": " When", "probability": 0.8154296875}, {"start": 1542.2, "end": 1542.3, "word": " we", "probability": 0.94775390625}, {"start": 1542.3, "end": 1542.44, "word": " are", "probability": 0.79150390625}, {"start": 1542.44, "end": 1542.74, "word": " saying", "probability": 0.9208984375}, {"start": 1542.74, "end": 1543.18, "word": " dealt,", "probability": 0.71142578125}, {"start": 1543.68, "end": 1543.94, "word": " it", "probability": 0.935546875}, {"start": 1543.94, "end": 1544.16, "word": " might", "probability": 0.875}, {"start": 1544.16, "end": 1544.4, "word": " be", "probability": 0.87744140625}, {"start": 1544.4, "end": 1544.78, "word": " working", "probability": 0.8818359375}, {"start": 1544.78, "end": 1545.24, "word": " with", "probability": 0.8974609375}, {"start": 1545.24, "end": 1545.74, "word": " or", "probability": 0.685546875}, {"start": 1545.74, "end": 1546.56, "word": " lived", "probability": 0.8056640625}, {"start": 1546.56, "end": 1546.92, "word": " with", "probability": 0.8974609375}, {"start": 1546.92, "end": 1547.4, "word": " or", "probability": 0.90380859375}, {"start": 1547.4, "end": 1548.9, "word": " friendship", "probability": 0.568359375}, {"start": 1548.9, "end": 1549.88, "word": " relationship.", "probability": 0.54638671875}, {"start": 1552.5, "end": 1552.84, "word": " So", "probability": 0.9091796875}, {"start": 1552.84, "end": 1553.08, "word": " this", "probability": 0.7490234375}, {"start": 1553.08, "end": 1553.36, "word": " referral", "probability": 0.64892578125}, {"start": 1553.36, "end": 1553.8, "word": " knows", "probability": 0.82666015625}, {"start": 1553.8, "end": 1554.36, "word": " exactly", "probability": 0.87255859375}, {"start": 1554.36, "end": 1555.24, "word": " how", "probability": 0.8740234375}, {"start": 1555.24, "end": 1555.54, "word": " the", "probability": 0.91845703125}, {"start": 1555.54, "end": 1555.9, "word": " prospect", "probability": 0.94921875}, {"start": 1555.9, "end": 1556.22, "word": " or", "probability": 0.9423828125}, {"start": 1556.22, "end": 1556.36, "word": " the", "probability": 0.869140625}, {"start": 1556.36, "end": 1556.72, "word": " customer", "probability": 0.771484375}, {"start": 1556.72, "end": 1557.42, "word": " is", "probability": 0.94140625}, {"start": 1557.42, "end": 1557.9, "word": " thinking", "probability": 0.8857421875}, {"start": 1557.9, "end": 1558.26, "word": " and", "probability": 0.8671875}, {"start": 1558.26, "end": 1558.74, "word": " behaving", "probability": 0.912109375}, {"start": 1558.74, "end": 1559.1, "word": " and", "probability": 0.93359375}, {"start": 1559.1, "end": 1559.44, "word": " acting.", "probability": 0.94384765625}], "temperature": 1.0}, {"id": 57, "seek": 158952, "start": 1561.44, "end": 1589.52, "text": " Now, the third difference between the two categories is the following. Successful salespeople, they are beginning their business or their sales business by asking questions. While the less successful salespeople, they are beginning or working with the sales by opening a product statement. 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They will use it with every single prospect. But let's ask ourselves this question. Are we talking about the same prospects? Are we talking about having the same financial capacities among prospects? Are they thinking in the same way? Are their strategies the same? So they are different. 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They are exercising a pressure on the backs of the prospects. They are trying to pressurize them to force them to buy their products. But here, we are giving space and time. Any question or comments about this? This is very important.", "tokens": [682, 661, 2283, 11, 264, 1570, 4406, 5763, 21123, 11, 436, 1643, 281, 312, 257, 17096, 3249, 954, 13, 814, 366, 27272, 257, 3321, 322, 264, 19513, 295, 264, 32933, 13, 814, 366, 1382, 281, 1886, 374, 1125, 552, 281, 3464, 552, 281, 2256, 641, 3383, 13, 583, 510, 11, 321, 366, 2902, 1901, 293, 565, 13, 2639, 1168, 420, 3053, 466, 341, 30, 639, 307, 588, 1021, 13], "avg_logprob": -0.1883928562913622, "compression_ratio": 1.5588235294117647, "no_speech_prob": 0.0, "words": [{"start": 1763.52, "end": 1763.7, "word": " In", "probability": 0.81982421875}, {"start": 1763.7, "end": 1763.9, "word": " other", "probability": 0.890625}, {"start": 1763.9, "end": 1764.4, "word": " words,", "probability": 0.8828125}, {"start": 1766.2, "end": 1766.36, "word": " the", "probability": 0.81494140625}, {"start": 1766.36, "end": 1766.56, "word": " less", "probability": 0.88330078125}, {"start": 1766.56, "end": 1766.98, "word": " successful", "probability": 0.8291015625}, 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Clear? 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As we said, rehearsal can be re-expressed by answering this question, what I'm going to say to the customer or prospect. 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So that we are not going to be surprised while we are talking with them or meeting with them. So here we are going to provide you with a sample of the questions which you might be asked by the customer. So a customer might ask you, what are you selling? 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The prospect might say that you are lying even if you are not lying. But this is the signal which we got. Exactly. 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Fifth, who else is using it? Who are the other prospects or the customers who are dealing with you? And are they satisfied? What kind of a person are you? Also, how does your solution compare to alternatives? Is the price competitive or not? Why do I need it now? Your record for support and service. 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So all these questions they might be raised for you as a salesperson by prospect or the customer. You should plan for answering all of them in a confidential way. 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Any question or comments about this? Any question or comments? Okay, now, next time we are going to begin with the second phase which is, so let's sum up. To prepare ourselves for the pre-interaction, we should do four things. What are these? 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