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Buyer Facilitator Refresher Quiz
Since completing training, you have grown in your sales expertise as you continue using the Buyer Facilitator process. This Refresher quiz reinforces the BF Philosophy while brushing up on crucial elements learned in the six steps of the BF Process.
Thank you for taking the time to refresh your Buyer Facilitator knowledge. Have Fun!
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1%
Because they want something
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Add RecommendationAdd TagsView All Assigned TagsTo avoid pain
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Add RecommendationAdd TagsView All Assigned TagsBecause they need something
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Add RecommendationAdd TagsView All Assigned TagsFor pleasure
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To be successful in sales, you have to ask for the order.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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When a prospect asks a good question, it is important to provide a thorough answer.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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A competent salesperson tries to get the prospect to say
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Yes
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Add RecommendationAdd TagsView All Assigned TagsLet's have lunch
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Add RecommendationAdd TagsView All Assigned TagsSend me a proposal
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Add RecommendationAdd TagsView All Assigned TagsNo
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The sales process should be controlled by
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The Salesperson
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Add RecommendationAdd TagsView All Assigned TagsThe Prospect
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Add RecommendationAdd TagsView All Assigned TagsNeither
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Add RecommendationAdd TagsView All Assigned TagsBoth
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Low Pressure
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Add RecommendationAdd TagsView All Assigned TagsHigh Value
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Add RecommendationAdd TagsView All Assigned TagsWin/Win Outcome
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Add RecommendationAdd TagsView All Assigned TagsTrust
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Add RecommendationAdd TagsView All Assigned TagsShort-term Relationship
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The purpose of the sales conversation is to learn about the prospect.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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The BF Philosophy allows the salesperson to
get more yeses by
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Giving others permission to tell you YES. ASAP!
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Add RecommendationAdd TagsView All Assigned TagsEmpowering you to look for reasons not to work together
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Add RecommendationAdd TagsView All Assigned TagsInternalizing the belief that NO is a wonderful answer
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Add RecommendationAdd TagsView All Assigned TagsGiving others permission to tell you NO
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Add RecommendationAdd TagsView All Assigned TagsAlways willing to ask challenging questions
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The Buyer Facilitator Philosophy states whenever you say "I _____" or "I believe", you are making an assumption.
Will
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Add RecommendationAdd TagsView All Assigned TagsThink
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Add RecommendationAdd TagsView All Assigned TagsWant
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Add RecommendationAdd TagsView All Assigned TagsHave
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Add RecommendationAdd TagsView All Assigned TagsNeed
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The BF Philosophy states the best way to build trust is
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Be trustworthy
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Add RecommendationAdd TagsView All Assigned TagsBe upfront and honest
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Add RecommendationAdd TagsView All Assigned TagsHave integrity
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Add RecommendationAdd TagsView All Assigned TagsTell others what they want to hear
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Add RecommendationAdd TagsView All Assigned TagsBe of authentic character
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With a traditional salesperson, the prospect learns about the salesperson. With a Buyer Facilitator, the prospect learns about themselves.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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A Buyer Facilitator asks questions to seek understanding and determine whether there is a good mutual fit with a prospect.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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A Buyer Facilitator differentiates themselves on their
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Price against competitors
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Add RecommendationAdd TagsView All Assigned TagsValue to the prospect
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Add RecommendationAdd TagsView All Assigned TagsGood looks
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Add RecommendationAdd TagsView All Assigned TagsMutual connections with the prospect
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The Buyer Facilitator Process consists of six steps. What is Step Two in the process?
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Uncover Pain
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Add RecommendationAdd TagsView All Assigned TagsBonding & Rapport
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Add RecommendationAdd TagsView All Assigned TagsGround Rules
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Add RecommendationAdd TagsView All Assigned TagsDecision Criteria
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Add RecommendationAdd TagsView All Assigned TagsYour Solution
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Add RecommendationAdd TagsView All Assigned TagsClient Investment
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The Buyer Facilitator Process consists of six steps. What is Step Three in the process?
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Uncover Pain
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Add RecommendationAdd TagsView All Assigned TagsBonding & Rapport
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Add RecommendationAdd TagsView All Assigned TagsGround Rules
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Add RecommendationAdd TagsView All Assigned TagsDecision Criteria
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Add RecommendationAdd TagsView All Assigned TagsYour Solution
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Add RecommendationAdd TagsView All Assigned TagsClient Investment
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Okay, one more. What is Step Five in the process?
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Uncover Pain
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Add RecommendationAdd TagsView All Assigned TagsBonding & Rapport
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Add RecommendationAdd TagsView All Assigned TagsGround Rules
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Add RecommendationAdd TagsView All Assigned TagsDecision Criteria
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Add RecommendationAdd TagsView All Assigned TagsYour Solution
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Add RecommendationAdd TagsView All Assigned TagsClient Investment
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What are the key attributes of a Decision Maker?
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Has the authority to invest in your products or services
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Add RecommendationAdd TagsView All Assigned TagsShows hesitancy or uncertainty
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Add RecommendationAdd TagsView All Assigned TagsCan articulate the big picture
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Add RecommendationAdd TagsView All Assigned TagsCan get you in touch with the person who can place the order or sign the contract
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Add RecommendationAdd TagsView All Assigned TagsCan answer your questions about priorities, timelines, budgets
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The Status Quo is your biggest benefit when selling.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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Challenging a prospect and asking them tough, uncomfortable questions is okay.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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The key to sales success is focusing on the things we can control, like:
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My behavior
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Add RecommendationAdd TagsView All Assigned TagsCompetition
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Add RecommendationAdd TagsView All Assigned TagsMy attitude
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Add RecommendationAdd TagsView All Assigned TagsCall volume
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Add RecommendationAdd TagsView All Assigned TagsThe sales process I follow
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The conversation you have with yourself is far more important than the conversation you have with your prospect.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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The right prospect places a high value on your personal relationship and services.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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When a prospect tells you NO, you must stop asking tough questions.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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Ground Rules help you manage your prospect conversation.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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Learn about the prospect
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Add RecommendationAdd TagsView All Assigned TagsNot waste time, yours or theirs
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Add RecommendationAdd TagsView All Assigned TagsDiscover if it makes sense to continue the conversation
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Add RecommendationAdd TagsView All Assigned TagsGive free consulting
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Add RecommendationAdd TagsView All Assigned TagsBuild trust
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Ground Rules give the ______ control of the
selling process.
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Prospect
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Add RecommendationAdd TagsView All Assigned TagsProspect and Buyer Facilitator equally
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Add RecommendationAdd TagsView All Assigned TagsCFO
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Add RecommendationAdd TagsView All Assigned TagsBuyer Facilitator
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Add RecommendationAdd TagsView All Assigned TagsPurchasing agent
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Add RecommendationAdd TagsView All Assigned TagsDecision Maker
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Pain is a negative, personal, and emotional feeling a prospect will pay to relieve or make go away.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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Infinitely curious
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Add RecommendationAdd TagsView All Assigned TagsAsk tough questions
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Add RecommendationAdd TagsView All Assigned TagsUnempathetic
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Add RecommendationAdd TagsView All Assigned TagsSincerely interested
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Add RecommendationAdd TagsView All Assigned TagsA good listener
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Knowing how much money a prospect is willing to invest tells you
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Their level of commitment
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Add RecommendationAdd TagsView All Assigned TagsTheir level of pain
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Add RecommendationAdd TagsView All Assigned TagsHow much to charge
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Add RecommendationAdd TagsView All Assigned TagsWhether you are a good mutual fit
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Add RecommendationAdd TagsView All Assigned TagsWhether they value your service
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The most effective way to learn how much a prospect or client is willing to invest is to ask them.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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Discussing expectations and what success looks like with a prospect ensures an excellent mutual fit and a high probability of success.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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A proposal is one of the best, most encouraging buy signals you can get from a prospect or client.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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What is the single most important way to learn a prospect's decision criteria?
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Google it
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Add RecommendationAdd TagsView All Assigned TagsTheir website
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Add RecommendationAdd TagsView All Assigned TagsAsking questions
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Add RecommendationAdd TagsView All Assigned TagsContact their HR department
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Get a _____________ from a prospect before sending a proposal or agreement for signature.
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Verbal commitment
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Add RecommendationAdd TagsView All Assigned TagsHigh five
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Add RecommendationAdd TagsView All Assigned TagsGood email address
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Add RecommendationAdd TagsView All Assigned TagsWritten letter of intent
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Always ask for the order in your Solution step.
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True
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Add RecommendationAdd TagsView All Assigned TagsFalse
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20% off
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Add RecommendationAdd TagsView All Assigned TagsEducating your prospect
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Add RecommendationAdd TagsView All Assigned TagsInfinite curiosity
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Add RecommendationAdd TagsView All Assigned TagsA great proposal
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Add RecommendationAdd TagsView All Assigned TagsOffering free consulting
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