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This means that qualitatively and quantitatively, there must be a benchmark for output.|This means that qualitatively and quantitatively, there must be a benchmark for output. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03728.wav |
At one time, salespeople thought learning to close was the most important thing to learn in the selling process.|At one time, salespeople thought learning to close was the most important thing to learn in the selling process. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03729.wav |
Closing the sale is certainly very crucial because just making presentations and not closing would be self-defeating|Closing the sale is certainly very crucial because just making presentations and not closing would be self-defeating | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03730.wav |
and a waste of time.|and a waste of time. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03731.wav |
A good professional makes sure that every conversation, and gesture, gets you closer to the sale.|A good professional makes sure that every conversation, and gesture, gets you closer to the sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03732.wav |
He sends positive verbal and non-verbal signals and observes the same signals from the customer.|He sends positive verbal and non-verbal signals and observes the same signals from the customer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03733.wav |
Fact-finding is a process of identifying a need to suggest the appropriate solution. This is done through a questioning technique.|Fact-finding is a process of identifying a need to suggest the appropriate solution. This is done through a questioning technique. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03734.wav |
Good sales professionals, after asking a question,|Good sales professionals, after asking a question, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03735.wav |
Listen and look for clues to identify needs. These, in other words, are buying signals.|Listen and look for clues to identify needs. These, in other words, are buying signals. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03736.wav |
Many salespeople don’t make a good presentation and they use all kinds of manipulative tactics to close the sale and get an order.|Many salespeople don’t make a good presentation and they use all kinds of manipulative tactics to close the sale and get an order. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03737.wav |
My practice is to always summarize the benefits after the presentation,|My practice is to always summarize the benefits after the presentation, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03738.wav |
but before the close.|but before the close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03739.wav |
Coming to a close without summarizing makes the presentation abrupt.|Coming to a close without summarizing makes the presentation abrupt. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03740.wav |
It can hurt the chance of a close.|It can hurt the chance of a close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03741.wav |
A summary should never exceed three benefits.|A summary should never exceed three benefits. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03743.wav |
Summarization should be as follows:|Summarization should be as follows: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03744.wav |
‘Mr. Prospect, with your permission let me summarize our conversation with the major benefits: The way I see it, three major benefits flowing to your organization are - a, b and c.|‘Mr. Prospect, with your permission let me summarize our conversation with the major benefits: The way I see it, three major benefits flowi... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03745.wav |
Eventually, each professional develops his own skills based on his level of comfort or discomfort.|Eventually, each professional develops his own skills based on his level of comfort or discomfort. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03747.wav |
Some of the major closing techniques are as follows:|Some of the major closing techniques are as follows: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03748.wav |
A good professional, before closing, does the trial close.|A good professional, before closing, does the trial close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03750.wav |
A trial close lets you feel or gives an indication as to how close you are to the actual close.|A trial close lets you feel or gives an indication as to how close you are to the actual close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03751.wav |
It only asks for an opinion, not a decision. Trial closing is an effective way of getting feedback,|It only asks for an opinion, not a decision. Trial closing is an effective way of getting feedback, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03752.wav |
whether the prospect likes the advantage offered by a product.|whether the prospect likes the advantage offered by a product. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03753.wav |
It brings out objections, if any, into the open.|It brings out objections, if any, into the open. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03754.wav |
A trial close is testing the waters, while closing the sale is getting the commitment|A trial close is testing the waters, while closing the sale is getting the commitment | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03755.wav |
Trial close gives an opinion whereas a final close gives a decision.|Trial close gives an opinion whereas a final close gives a decision. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03756.wav |
Getting the commitment may not always end up in a signed document with a cheque, but it is as close to a commitment as you can get.|Getting the commitment may not always end up in a signed document with a cheque, but it is as close to a commitment as you can get. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03757.wav |
A real commitment is only with a signed document and a cheque. Some examples of trial closes are:|A real commitment is only with a signed document and a cheque. Some examples of trial closes are: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03758.wav |
What do you think about this product?|What do you think about this product? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03759.wav |
Assumed consent close means that you ask questions and if the prospective customer goes along with you, answering all the questions,|Assumed consent close means that you ask questions and if the prospective customer goes along with you, answering all the questions, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03762.wav |
then you continue asking questions and say,|then you continue asking questions and say, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03763.wav |
“Let's get the paperwork done. Do you mind if I ask you a few questions?’ nine times out of ten, if there is no resistance, you should go ahead.|“Let's get the paperwork done. Do you mind if I ask you a few questions?’ nine times out of ten, if there is no resistance, you should go ahead. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03764.wav |
If you have made a good presentation, chances are good,|If you have made a good presentation, chances are good, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03765.wav |
that you can go ahead.|that you can go ahead. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03766.wav |
While selling life insurance, I would have my applications on the table.|While selling life insurance, I would have my applications on the table. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03767.wav |
You must have all applications/order forms on the table from the beginning of the presentation.|You must have all applications/order forms on the table from the beginning of the presentation. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03768.wav |
At the time of the closing, you should never dig into the briefcase for applications/order forms as this creates suspicion.|At the time of the closing, you should never dig into the briefcase for applications/order forms as this creates suspicion. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03769.wav |
By having them on the table, you have done two things: (a) psychologically, the prospect has gotten used to the paper sitting there,|By having them on the table, you have done two things: (a) psychologically, the prospect has gotten used to the paper sitting there, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03770.wav |
and B) there is nothing new at the time of closing the sale that may make the client resist.|and B) there is nothing new at the time of closing the sale that may make the client resist. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03771.wav |
Sample questions are:|Sample questions are: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03772.wav |
Do you use any middle initials?|Do you use any middle initials? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03773.wav |
Do you want all correspondence at home or office? How would you like to make the investment, monthly or quarterly? How should we install the product?|Do you want all correspondence at home or office? How would you like to make the investment, monthly or quarterly? How should we install the product? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03774.wav |
If the prospect offers you no resistance, then just complete the applications, swing it around and ask him to confirm the order.|If the prospect offers you no resistance, then just complete the applications, swing it around and ask him to confirm the order. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03776.wav |
When your questions are answered without resistance, you assume consent|When your questions are answered without resistance, you assume consent | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03777.wav |
and close.|and close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03778.wav |
BEN FRANKLIN CLOSE|BEN FRANKLIN CLOSE | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03779.wav |
This is very popular and is done by dividing a page into two columns.|This is very popular and is done by dividing a page into two columns. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03780.wav |
On one side is written the benefits of buying the product and on the other are the drawbacks of buying (advantages and disadvantages).|On one side is written the benefits of buying the product and on the other are the drawbacks of buying (advantages and disadvantages). | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03781.wav |
Here, you help the client list all the advantages, then ask him to write the disadvantages.|Here, you help the client list all the advantages, then ask him to write the disadvantages. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03782.wav |
(you should not help in writing the disadvantages). Now, count both sides and whichever is more, gets done.|(you should not help in writing the disadvantages). Now, count both sides and whichever is more, gets done. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03783.wav |
As a note of caution, one disadvantage may be heavier than twenty advantages.|As a note of caution, one disadvantage may be heavier than twenty advantages. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03784.wav |
You should observe complete silence while maintaining eye contact with the buyer.|You should observe complete silence while maintaining eye contact with the buyer. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03786.wav |
Your silence is a big pressure on the client.|Your silence is a big pressure on the client. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03787.wav |
Why does silence become a pressure on the prospect?|Why does silence become a pressure on the prospect? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03788.wav |
Because now the ball is in his court and he has no choice but to make a decision.The decision being positive or negative would depend upon the quality of the presentation made|Because now the ball is in his court and he has no choice but to make a decision.The decision being positive or negative would depend upon the q... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03789.wav |
and the little commitments that he has been giving along the way.|and the little commitments that he has been giving along the way. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03790.wav |
Sadly, the immature salesperson himself feels pressurized and nervous because of silence and feels he must add something,|Sadly, the immature salesperson himself feels pressurized and nervous because of silence and feels he must add something, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03791.wav |
not realizing that the moment he speaks up he may just lose the opportunity of closing a sale.|not realizing that the moment he speaks up he may just lose the opportunity of closing a sale. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03792.wav |
He has just lifted the pressure off the prospect.|He has just lifted the pressure off the prospect. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03793.wav |
Is it my credibility that bothers you? Chances are the client says ‘No’.|Is it my credibility that bothers you? Chances are the client says ‘No’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03795.wav |
Is it my company’s credibility that bothers you? Again, he says ‘No’.|Is it my company’s credibility that bothers you? Again, he says ‘No’. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03796.wav |
Is it the product that is not good? Here, we hope he says ‘No’!|Is it the product that is not good? Here, we hope he says ‘No’! | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03797.wav |
Offering choices makes it easier for the buyer to take a decision. A good way of questioning is,|Offering choices makes it easier for the buyer to take a decision. A good way of questioning is, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03799.wav |
can we get the paperwork out of the way?’|can we get the paperwork out of the way?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03801.wav |
Just analyze this question. It establishes certain benchmarks very clearly:|Just analyze this question. It establishes certain benchmarks very clearly: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03802.wav |
‘It takes care of your need’, means we have a solution to the problem that is subject to your approval.|‘It takes care of your need’, means we have a solution to the problem that is subject to your approval. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03803.wav |
or ‘It’s beyond my budget.’|or ‘It’s beyond my budget.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03805.wav |
It is a very pointed question which needs a lot of confidence and a seasoned professional to ask.|It is a very pointed question which needs a lot of confidence and a seasoned professional to ask. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03806.wav |
CONDITIONAL CLOSE :|CONDITIONAL CLOSE : | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03807.wav |
A conditional close is somewhat similar to a tentative close.|A conditional close is somewhat similar to a tentative close. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03808.wav |
It says, subject to my meeting these conditions you buy X, Y, or Z.|It says, subject to my meeting these conditions you buy X, Y, or Z. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03809.wav |
‘If I could do for you, would you like to get five dozen for your company?|‘If I could do for you, would you like to get five dozen for your company? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03810.wav |
This is also for the undecided buyer who wants to buy but is hesitant to make a commitment Here, a good salesperson would say,|This is also for the undecided buyer who wants to buy but is hesitant to make a commitment Here, a good salesperson would say, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03811.wav |
‘Tentatively, do we take it that you want the product to be delivered on the twenty-eighth of August?’|‘Tentatively, do we take it that you want the product to be delivered on the twenty-eighth of August?’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03812.wav |
The word ‘tentatively’ gives the customer comfort,|The word ‘tentatively’ gives the customer comfort, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03813.wav |
because it gives him the feeling that everything is still subject to his final confirmation. A good professional may turn it around by saying,|because it gives him the feeling that everything is still subject to his final confirmation. A good professional may turn it around by saying, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03814.wav |
‘I take it as confirmed, unless it is cancelled.’|‘I take it as confirmed, unless it is cancelled.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03815.wav |
High pressure represents hard sell and pushy behavior.|High pressure represents hard sell and pushy behavior. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03817.wav |
The objective here becomes to get the order signed somehow|The objective here becomes to get the order signed somehow | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03818.wav |
without any concern for the customer or the company.|without any concern for the customer or the company. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03819.wav |
HARD-TO-GET CLOSE:|HARD-TO-GET CLOSE: | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03820.wav |
Many clubs, to maintain exclusivity, limit the memberships to make it scarce and more desirable.|Many clubs, to maintain exclusivity, limit the memberships to make it scarce and more desirable. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03821.wav |
For example, ‘I realize you like this car much better but why don’t you consider the one I showed you before.|For example, ‘I realize you like this car much better but why don’t you consider the one I showed you before. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03822.wav |
The monthly installment on that one would be much lower and it seems more within budget.’|The monthly installment on that one would be much lower and it seems more within budget.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03823.wav |
While selling life insurance, whenever someone gave me an objection like, ‘I want to talk to my wife.’ I would say to him,|While selling life insurance, whenever someone gave me an objection like, ‘I want to talk to my wife.’ I would say to him, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03825.wav |
‘Why would you want to push your wife to a corner? She might be embarrassed to say “yes”, thinking it might sound greedy,|‘Why would you want to push your wife to a corner? She might be embarrassed to say “yes”, thinking it might sound greedy, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03826.wav |
But have you ever heard a widow complain that her husband left her too much life insurance?|But have you ever heard a widow complain that her husband left her too much life insurance? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03829.wav |
Well, it really boils down to your decision, doesn’t it? How would you like to make the investment, monthly or quarterly?’ DON’T MISS THE OPPORTUNITY|Well, it really boils down to your decision, doesn’t it? How would you like to make the investment, monthly or quarterly?’ DON’T MISS THE OPPORTUNITY | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03830.wav |
The timing of a close is very important When the customer asks,|The timing of a close is very important When the customer asks, | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03831.wav |
An untrained salesperson’s answer is, ‘Yes, of course.’|An untrained salesperson’s answer is, ‘Yes, of course.’ | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03833.wav |
He is likely to hear “Oh, thanks for the information.’ The customer is gone and he has lost a selling opportunity.|He is likely to hear “Oh, thanks for the information.’ The customer is gone and he has lost a selling opportunity. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03834.wav |
The customer may never come back.|The customer may never come back. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03835.wav |
A good professional is constantly making and looking to receiving commitments or directing the conversation to get a commitment. Every small commitment eventually leads to the final commitment.|A good professional is constantly making and looking to receiving commitments or directing the conversation to get a commitmen... | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03838.wav |
WHY CLOSE NOW? A client must be made to see a profit in acting now or a loss in the delay.|WHY CLOSE NOW? A client must be made to see a profit in acting now or a loss in the delay. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03839.wav |
The client feels there is no urgency and he can do it later.|The client feels there is no urgency and he can do it later. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03840.wav |
Here, a professional, to motivate the undecided buyer, may offer an additional savings of say five per cent or ten per cent if the client’s cheque is received|Here, a professional, to motivate the undecided buyer, may offer an additional savings of say five per cent or ten per cent if the client’s cheque is received | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03841.wav |
within a certain period.|within a certain period. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03842.wav |
As a note of caution, don’t use these things as gimmicks. If you do not stand by your words, you will lose credibility.|As a note of caution, don’t use these things as gimmicks. If you do not stand by your words, you will lose credibility. | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03843.wav |
TURN A SETBACK INTO A COMEBACK|TURN A SETBACK INTO A COMEBACK | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03844.wav |
How do you come back when you have lost the sale and the customer has said, ‘No’?|How do you come back when you have lost the sale and the customer has said, ‘No’? | /home/ubuntu/vol2/Orpheus_Training/Dataset/Pinto_English/wavs/M1_chunk03845.wav |
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