EXTABLISING THE NEEDS.

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Please provide the summary in a speech format. I have attached the full chapter, BUT your job is to summarize only the section “EXTABLISING THE NEEDS.” I added the whole chapter since it all overlaps with each other. The bottom text is instructions from the professor.
“Your Group Presentation is a live presentation of your assigned chapter from the book Predictable Prospecting. Your presentation should provide a summary of the chapter content in an engaging and educational way – you can have fun with it, too. ”
PLEASE FOCUS ON “ESTABLISHING THE NEEDS.” SECTION BECAUSE MY GROUP MEMBER WILL BE COVERING THE REST OF THE CHAPTER. AND PLEASE EXPLAIN THE FIGURE 6-6 ON PAGE 137

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