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You might not always be satisfied with the help you get from the Help and Support Center That s because the built-in Help is limited in size, mainly so that it doesn t eat up a ton of your available disk space The really big repositories of information are online at Microsoft s Web site When the built-in help doesn t cut it, http://searchmicrosoftcom should be your next step That page lets you search the entire Microsoftcom Web site, which has a whole lot more information than the built-in Help Of course, because you re searching a huge body of information, you want to be very specific when typing your search phrase Unlike the Help and Support Center, which covers only Windows XP, Microsoftcom has information on all of Microsoft s products.

There s no doubt that the relentless pace of change in the ways we do business and sell services will remain a fact of life. What won t change, especially for the complex services sale, is the need for consultative sellers who can form resilient client relationships based on competence and mutual respect. By embracing the concept of the Seven by Seven Seller and following the Three Cs of Winning the Professional Services Sale, you can meet any sales challenge you face today or tomorrow and keep your sanity in the process.

15 How Will I Ever Pass Practice Makes Perfect! QUESTION:

So it s worth it to include the letters XP in any search you perform, to narrow the search results to Windows XP For example, searching Microsoftcom for a general term such as folder will produce links to far more pages than you could realistically get through That s because there are a lot of products that use folders and, hence, there are a lot of Help pages that contain the word folder If you change that to XP folder, you ll narrow things down to pages that contain both the words XP and folder So, you won t get links to e-mail folders, FrontPage folders, and every other product that uses folders in one form or another The more you can narrow the search down, the better.

sum = 0.0, ~~(1, (1,l)) = 0.324, sum = sum + 0.324 = 0.324. 7rr(2, (1,l)) = 0.441, sum = sum + 0.441 = 0.765, rl(O, (1,1)) = 1 - sum = 0.235,

+ r&2,0)

For example, if you re looking to create a shortcut to a folder, a better search phrase would be xp shortcut to folder, which will produce pages that contain all four of those words And you re far more likely to get pages that specifically describe how to create a shortcut to a folder in Windows XP Power users, tech heads, nerd brains, and other geek types might not even be satisfied with searching Microsoftcom There are other places from which you can start your search The page at http://supportmicrosoftcom provides access to all of Microsoft s support options From there you can search the Knowledge Base, which is an enormous base of technical information about all of Microsoft s products You can get to Microsoft s Public Newsgroups, where you can post questions.

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solution, you ll nd yourself pestering your clients with follow-up questions that you should have asked earlier. Some sellers forget the follow-ups and make assumptions about what they believe is true, hoping the client agrees to sort out the details later. If, for example, you are proposing a training program for one division in a company, it would be foolish to make time and cost projections if you are unsure of the exact number of people who would participate in the training. By making assumptions about even the most basic facts, your eventual proposal loses clarity (and accuracy) and causes the client to wonder whether you really understand what you are proposing to undertake. If you collect the wrong or incomplete information during interviews, aws will eventually show up in your sales strategy, the proposed solution, your proposal, and sales presentations. Start with a wobbly foundation and everything you pile on top will topple. You need to master many skills to become a great seller, but everything you do during the sales process will be more valuable to buyers, and will lead to better results for you, if you master the client interview. Become a great interviewer and you can become a great seller.

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