According to the two Ls in the SELL Sequence, a salesperson should:
A. limit the number of benefits, and list features at the end of the presentation.
B. limit the length of a sales presentation, and let visual aids do the talking.
C. learn the prospect's personality type, and let the personality type guide the closing.
D. locate the prospect's needs, and leave closing until the end of the sales presentation.
E. lead into the benefits, and let the customer talk.
Answer: E
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What should be the formula in B5?
a) =(B1-B2)/B4
b) =(B2-B3)/B4
c) =(B1-B2)/B3
d) =(B1+B2)/B4
e) =(B1-B3)/B4
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