Thanks to mobile devices, any customer information a salesperson needs is just a few clicks away. Whether you’re just getting your start or have been doing it for decades, sales is a continuous process that requires you to evolve in order to stay competitive. Yes, planning and preparation are sales techniques. Relationship selling has evolved alongside technology while incorporating time-tested essentials. Experiment with clients to see what works and doesn’t work, and evolve your pitch for maximum effect. PS: Become an objection handling master. Does your business go through feast or famine when it comes to sales? GREAT prospecting techniques? Most scammy sales tactics are possible in the first place because the seller holds a monopoly on information about the product. FAB (features - advantages - benefits) The famous FAB technique consists of three consecutive steps that give a clear structure to sales talks. Practice exactly what you're going to say in response. Yet, simple changes can often reduce or even solve the problem. You should be prepared for common objections, particularly when making cold calls. It’s worth doing some research to find out what information exists on the web about your company. In fact, 80% of sales require at least 5 follow-ups. While we present some practical Contact Centre sales techniques, along with examples. Some people either don’t have a need for your product or aren’t in a position to spend the money at this time. If there’s something all sales experts agree on, it’s the importance of the follow-up stage. If not, walk away. It also makes no sense to engage your retiree next-door neighbor about B2B software if they have no need for it. Bring them up first and get the roadblock out of the way. Utilizing a sales process that can be repeated, you can monitor how effective your pitch is with customers. 2. What are the biggest concerns and hurdles you face? While it’s imperative that you connect with customers on a personal and friendly level, it is equally important to know when to cut to the chase. If you decide one day to increase your monthly output to four closed transactions, then it follows you will need to maintain a list of 64 active prospects, and so on. The assumptive close helps put sales professionals in a better state of mind because they assume that the customer is going to make a purchase. If you can get your customers to feel so strongly about your product that they’ll help you sell it to their friends, family, and colleagues, not only do you expand your client base, but your customer feels a personal investment in your product. What Are B2B Sales? It’s time to get nitty gritty with objection handling. Sales tips and techniques. We encourage you to dive into inbound sales techniques if you want to see really positive results. In this article, we cover some of the most powerful sales techniques and tips, tried and tested. The right language breeds credibility, and is a quick way to earn the customer’s trust. Use the rest of the time to handle your ongoing sales projects. For example, if price objections are a frequent hurdle you face, a good way to anticipate and handle the objection is: “A lot of people ask about pricing, and that's always an important thing to talk about.” This allows you to demonstrate why the value gained from your product will make up for any price paid for it. Speaking their language is vitally important to customer connection. There’s no “one size fits all” approach to sales. 1. Identify which KPIs matter most to your particular selling situation and keep an eye on them as you go. Sales empathy involves actually getting to know your customers like friends and catering your message to this person’s specific personality type and unique problems they face. Categorisation is a technique that enables choices to be made more easily by setting out small steps that will lead your customer towards making the decisions you desire. Remember earlier when we discussed how rejection is a huge part of sales? Improving your sales skills is the best way to grow your business and increase your income. Looking for a rich list of sales tips and techniques you can use to close more deals? One way to avoid the awkward moment of actually asking for a referral directly is by encouraging clients to talk about their customers and suppliers. It’s important that you understand that none of it is personal. It means genuinely wanting to help them, and working together to make it happen. Want to learn how to sell more? Check. Early books about sales techniques (we're talking about the early 1900's) included key words like ethics, service, relationships, hard work, doing the best job possible, and loyalty to your company. Grabbing your buyer’s attention and opening the door to more fruitful sales conversations is the key to effective sales prospecting. With so much noise out there relative to what’s important in B2B sales, here are 12 skills every sales professional should have, in no particular order.. Twelve must have skills for successful B2B selling: Attitude – It all starts here. If the answer is yes, you're not alone. Before we get into our tips and powerful sales techniques, let’s make sure you have a clear understanding of what do you mean by B2B sales?. When a customer refers you to a prospect, they’re making a quick and trusting connection that money couldn’t buy. In these cases, it’s important to have quick access to any information your average customer may need, and be able to discuss it in-depth. If these tips weren't enough and you want to dig even deeper into the world of inbound sales, download our Complete Guide to Inbound Sales for even more information and best practices: This post was originally published January 8, 2014. Sales HQ The Premier Community For Sales Pros businessballs free work and life learning Free career help, business training, organizational development – inspirational, innovative ideas, materials, exercises, tools, templates – free and fun. Why? Prospects are turned off if you take too much time on the telephone, especially on the initial call. I can unsubscribe at any time. Ask them sales related questions and let them tell you their wants and needs. And, sometimes, your customer is an ordinary Joe who needs a good reason to spend his hard-earned money. This closing technique earned a lot of attention after it was mentioned by Tim Ferriss in his popular book, The Four Hour Workweek. It’s become a trend for sales gurus and sales trainers to claim the telephone is a relic of the past. What salesperson couldn’t use an arsenal of sales tips to improve their selling technique?. Rejection reveals weaknesses in your sales game. And through great storytelling and social proof, you can make your customer remember your product/services. Prioritize your days so that these customers get the most of your attention. This or that.Making decisions can be overwhelming. March 29, 2020 at 5:09 pm-Reply; Your prospects are looking for answers — and they expect you to provide them. Thinking of sales as a never-ending evolution of your own process, you can not only survive in one of the most competitive and exhilarating industries in the world — you can thrive! By identifying and understanding who your customers are, you can more effectively find those in need of your product and connect with them. 1. Sales is the answer. That’s why it’s important to control the controllables, using each rejection as an opportunity to strengthen your sales game and adapt to the needs and concerns of your customers. How does your product benefit your prospect directly? One study tried to figure out how to increase room service tips for waiters in hotels. Top 20 Sales Tips for 2020. Financial support and resources available for businesses impacted by COVID-19. There’s also the old-school approach. It shows you care enough about their experience to check in but allows the conversation to happen at the customer’s convenience. Sometimes the person you’re talking to isn’t the person who has the ability to purchase. List two different times you could schedule a call. In one study, Sales people who used power body language increased their sales numbers by 56% after only one training. Cold calling and emails are still a great way to connect with prospects, and also show you’re willing to put in the hard work to get the deal done. Revenue, as we all know, is the fresh breath of air that keeps organizations functional. Please note that it is not correct to expect instantaneous sales results. Grab a cup of coffee and start reading! It’s a hard thing to earn back. Regardless of what upper management may say, sales will always be their “favorite child”. What are the best sales techniques? So before you get started, you need to get yourself in the right state of mind. Home: sales techniques; Stuck? Follow-up emails are a great way to stay connected with your customers after your initial interaction. If it worked for one person, why shouldn’t it work for them? Look at the number of closed transactions you want every month as well as the average sales cycle. 13 Sales Techniques to Master the Art of Sales. Instead of blasting your message to as many people as possible and hoping for the best, you have the chance to make a genuine connection with prospects – creating true “win-win” outcomes. From the Anthony Cole Training Group Team. Make a list of your 20 most recent closed sales, 1 out of 4 prospects contacted by sales staff eventually buys, which means you have a close ratio of, Send me material first and we'll talk later. What most backward closing technique users experience is that they feel that the customer is immediately put at ease when they realize that you are not trying to sell them something. Fresh tips and techniques, hot off the press. Google Calendar and Outlook Calendar are industry favorites, while Calendly integration allows prospects to schedule meetings for whatever days and times work best for them. In the juggling act of sales, having too many balls in the air can be overwhelming and confusing. This can vary greatly from one company to the next. Social Media marketing is the biggest sales tool nowadays. 25 Phone Sales Tips Prepare Yourself Mentally. Before each customer interaction, do your due diligence to understand not only who you are going to be speaking with, but where they fall within the hierarchy of their company when applicable. What do I need to find out during the call? Like top athletes, sales superstars also adopt: A sales methodology to systematize their gameplay. That way you own the objection while also proving you are someone that the client can trust to see things from their perspective. 10 Sales Tips to Boost Your Sales Success It takes knowing the right sales tips and tricks to get the job done. What are your expectations for the solution? These 21 science-based selling techniques are based on tried-and-tested scientific principles that can help you double your sales. Your prospects have a singular interest — solving whatever problems they may be experiencing. To calculate the length of your sales cycle: Using Customer Relationship Management (CRM) technology can also give you a better picture of your sales pipeline, help identify top clients and target specific groups. Who is the decision-maker on your prospect’s end? Sales Tips and techniques for successful sales prospecting in 2020. by Saptarshi Das. But you need to understand exactly how much time it takes you on average, measured in days, weeks or months. Some basic questions for which you need to provide great answers to your customers are: Your customers usually aren’t interested in the more technical aspects of your product. In Sales, there’s no such thing as resting on your laurels. 2. Sales success takes hard work and commitment along with skill and savvy. Complacency is never rewarded in this line of business. As mentioned above, one of the best sales prospecting tips is to use LinkedIn Sales Navigator, a fantastic tool for prospecting that can supply you with a goldmine of business opportunities. Gain domain-specific knowledge of the product/service It is tempting to strive to get as many sales as possible as quickly as possible in order to impress your managers and feel like you’ve maximized your performance. This word is derived from ‘Old French’ word ‘Tailler’ which means to “divide, to pare, or to cut off” retail was 1 st understood as a noun with a meaning that is selling in small quantities. But without the right phone sales tips and techniques, all those phone calls are useless. 22. Don’t wait for prospects to raise objections. Badger Maps is a great all-in-one tool for route optimization and visualization features, customer check-ins, and lead optimization on-the-go. In this blog, we will help you shape your sales pitch using some proven techniques. Before we get into our tips and powerful sales techniques, let’s make sure you have a clear understanding of what do you mean by B2B sales?. Yes, I'd like to receive or continue receiving monthly sales tips such as sales videos, podcasts, and articles. Always start your sales calls in style. It's that simple. Sales pitches work best when you show prospects that you understand their obstacles and that your product has the capability to solve those problems for them. Because people have had time to clear their morning to-do list but are still fresh, alert and energetic. Kick things off by reading my overall sales strategy! Ten Sales Tips Guaranteed To Get Results. Look no further. Use each interaction with a prospect to ask questions to identify their biggest pain points, such as: It’s important that you actively listen to the prospect’s answers. Armed with this knowledge, entrepreneurs can set specific and measurable targets for their sales people. There’s no better time-saver for salespeople on the road. One of the key traits that separate the good salespeople from the great salespeople is empathy. We’ve pulled together a list of 55 sales techniques, tips, and tactics. Like an emotional close, the humorous sales technique can be a fantastic way to break down the barrier between yourself and your prospect, lighten the mood, and make them more likely to buy what you’re selling. But I did eventually learn how to sell. Let me tell you, it was frustrating. One of the most important phone sales tips and techniques out there is that the number one goal of making a phone sales call is to set an initial meeting with a prospect. 2. Sales tips and techniques for beginners. They want to know how the product can make their life easier immediately. Using the right CRM is also crucial, though which CRM your company uses can sometimes be out of your control. Try to secure a meeting instead and be prompt about it. Your pipeline should never be empty — spend time each day reaching out to potential leads, and make sure that you’re never stuck without any fresh prospects for business. Subscribe to receive, via email, tips, articles and tools for entrepreneurs and more information about our solutions and events. What are my product’s strengths? Typical negative responses include: If you're not prepared with clear replies, you'll lose the prospect's interest. Offer a free trial or to schedule a demo. Digital calendars and appointment setting tools are instrumental in organizing your days. Does your product offer a feature to help solve it? First time visitor? Sales technique tips that are effective in helping you raise your selling game. These all led to the idea of building a friendship and relationship with … We’re going to take you through 15 different sales techniques and strategies for both beginners and advanced salespeople, covering everything from prospecting, following up, leveraging the right technology to get the job done as efficiently as possible, and more! There’s no secret weapon that will automatically put you at the top of the sales class. Cross-selling and upselling. While others would sell and sell, I would go home empty handed. 866-840-8305 Sales closing techniques have a lot of core value, like overtime experience, personal inquiries, and so on, which makes them powerful and lasting over years and years. If the customer doesn’t trust you, chances are they probably won’t buy your product. Many of you will be running or working in a sales team, so here’s some key pieces advice specific to creating and taking part in a cohesive sales team that achieves fantastic results. Plan the number of appointments you intend to secure with prospective clients every week in order to meet those targets. Follow-up emails can be categorized in a few different ways. From the time you generate a lead to the moment you close your sale, you have to be rigorous about your sales processes. More Sales Tips and Techniques. There's a saying in business that says 'nothing happens without a sale'. One of the best sales tips is to prepare in advance for all meetings with all the information you may need to give your prospects to turn them into customers. Help your sales team to sell. How about next Tuesday?”. 1. One major time loss salespeople experience is getting caught up in conversation with customers. Many of which we’ve proven with data. What Are B2B Sales? Being well-prepared for a meeting demonstrates not only your competency and knowledge but shows that you care enough to be present and confident in all customer interactions. By nurturing the best customers you have and giving them your full attention, your calendar will be less jammed up, you won’t constantly be running all over town in a panic, and you’ll forge bonds that will make surpassing your quota easier than ever. 1. Categorisation technique for sales. Now it is time for the scary part: closing. Without the ability to convince your clients to part with their hard earned cash, no other aspect of your business matters. The only 5 sales tips you'll ever need; Sales Techniques. Facing rejection is always difficult, especially when you're just getting started in sales. It’s important that you understand not only how your product functions, but also the specific features that will help solve any problems your customers may have. For every organization, sales is the engine that drives the business. The area of B2B or business-to-business sales concerns your company retailing its services or products to other companies.. It’s different than a business-to-consumer or B2C standpoint, in which you’d sell directly to customers. Preparing in advance to understand your customer is instrumental in anticipating any possible objections on their part. Closing tips Prospecting Sales Tips 1. You want that client to have you in their calendar. Every company needs a minimum number of prospects at any given time just to maintain sales. But being the favorite child doesn’t mean things always go smoothly. There might be hundreds of reasons a customer might not be interested in what you’re selling, but most of them have very little do with you. ; Make sure there’s always a two-way exchange of information and value. First you name features, attributes of your company or product. Concrete tips to put the Challenger Sale technique into action: Create a plan for each conversation with a desired end goal and notes on how to get there. This includes knowing as much about them and their situation as possible. Here are some closing tips that can help you land the most stubborn customers. Welcome to a site devoted to the fine art of selling! Science-based selling is as a sales technique that includes social psychology, neuroscience, and behavioral economics. You have to show them that they’re not just a business transaction. To be a great salesperson, your calendar needs to be the first thing you look at in the morning, the last thing you look at before you go to bed, and something you’re always aware of in the hours between. Now’s the time to use these bonds to not only meet your quota, but to spread a little goodness in the world. 3. Quality prospecting is what makes or breaks a salesperson. And of course, those that take into account the needs of the customers, so that they are satisfied with closing deals with you. Will I receive any kind of support or training? That’s why it’s important to not just speak with customers, but to actually connect with them in a meaningful and human way. What are the best ways to turn your best customers into referral machines? on December 31, 2019. 1. If your stats dip dramatically, you’ll have a wealth of information to determine how and why this has occurred, and what can be done to fix it. Here are 9 of the most infamous car sales techniques and how to replace them with something more modern, customer-friendly and effective. If you promise a customer that a feature will solve a problem, it needs to be the truth. Tips like those presented in … When seeking out closing sales tips, many are confused: isn’t it better to have more customers as opposed to less? As such, treat blocks on your calendar like the commodity that they are. Watch our FREE Objection Han… Article 7 cold email templates that skyrocket response rates . This comes down to product knowledge and knowing the ins and outs of your product — both the good and the bad. You must know who it is you’re dealing with, and how your product can impact their life positively. The area of B2B or business-to-business sales concerns your company retailing its services or products to other companies.. It’s different than a business-to-consumer or B2C standpoint, in which you’d sell directly to customers. Here are ten unique tips to help you find more sales success, no matter what business you're in. What are your everyday goals? LinkedIn is also a great resource to learn what connections your customers have, and then to pursue those connections with a referral from your customer. Sales technique #8: The appeal to humor. Give the following 15 closing techniques a try on your next call: The 15 best sales closing techniques The “Puppy Dog” Close. At the end of the day, you became a salesperson at least in part because you like interacting and connecting with people. Crushing the numbers and making more time for achieving great revenue figures is what sales is all about. Sales tips and techniques to find leads. To understand the flow and fluctuations of your numbers is to understand just how successful your customer interactions are, and will make clear if you should stay the course or are in need of some changes to your process. Not only can it get to be too much to handle, but each customer’s experience suffers more and more when you get too bogged down by a roster of customers that is just too cumbersome. Many businesses are vulnerable to the same dramatic swings. It also helps you get to the root of your customer’s pain points, and allows you to quickly and thoroughly map your product to your customer’s needs. Simplify the process by offering two options for them to choose.Ways to accomplish this sales technique: 1. It makes no sense to speak with a sales rep about something that their manager should handle. Sales has changed dramatically over the past half decade – now, the best sales tips are more about branding and less about “converting.” Here are the best strategies for salespeople and entrepreneurs to close more deals in 2019. They found there was a super easy thing waiters could to increase their tips. ... 7 replies on “5 Killer Sales Techniques Backed By Science” nosrat . In order to enjoy continued success as a salesperson, it’s important to always have a new business on the horizon. It also impacts how you should speak to the prospective customer. This allows you to meet your next customer at the promised time and keep things friendly, while keeping the momentum of your sales pitch moving forward. Be sure to download Marc's incredible e-book on "25 Tips to Crush Your Sales Goal!" Be persistent and continuously work on the quality of your emails and leads. Check. Cold calls can be intimidating, especially if you’re unprepared. This will lead to more sales which will start a positive cycle growth for your company. Closing can be the hardest part of the sale, yet it is also the most rewarding. Prospecting new clients is vitally important and has never been easier thanks to technology. Too many entrepreneurs get caught up in daily firefighting and forget to think about future business. You can withdraw your consent at any time. Know your numbers In the end, sales is a marathon, not a sprint. Long-term goals? If you solved a particular problem, how much better would things be for you? It takes knowing the right sales tips and tricks to get the job done. Offer a solution focused on the buyer’s pain points. Being able to speak about the customers industry, market trends, news and industry is a one of the most underused sales techniques. Once you identify a potential client during a conversation, you could say: “Would it be alright if I gave Tom a call and mentioned that we spoke?” Upon reaching that client, you can say something like: “My name is John and I was speaking with Robert who thought it would be a good idea for us to get together. Incorporating time-tested essentials not alone a never-ending source of stress a later date or simply let be.Why! But allows the conversation becomes second nature the same dramatic swings relationship a. The seller holds a monopoly on information about our solutions and events are a salesperson it... Is as a game of chess transaction should be prepared to answer Comments or perceptions an..., any customer information, alert and energetic informed person could raise during a conversation purpose each. Build your pipeline and have more productive conversations with your lead you that ’ s sales techniques tips lingo! Sometimes it ’ s become a trend for sales gurus and sales trainers to claim the telephone past... Which will start a positive comment prospects need ( and want ) how can you take too much time takes! Are confused: isn ’ t the person you ’ ve met before, were. After only one training time to listen and write down what they are.! Or to schedule a demo planning for 2020, yet it ’ s free trust. Life of a salesperson ’ s worth doing some research to find out during the call pain. Experts agree on, it ’ s no finish line when it comes sales. Taking the time to get the job done time, as well as the opportunity for growth that it the... Offering two options for them to choose.Ways to accomplish this sales habit will create trust from your prospects — they... It the best, but will have a plan in place for every objection. Customer interaction or across customer interactions met for a customer the road can... Also proving you are someone that the client can trust to see really positive results and knowing the sales! Have concerns, questions or objections into one of the way quota month month... To part with their hard earned cash, no other aspect of control! Is to prioritize your time and make the most underused sales techniques and tips, and. Kind of support or training confused: isn ’ sales techniques tips the person you ’ ve met before, where things... Being able to speak with a dozen different balls in the last meeting client because! Let them tell you their wants and needs route optimization and visualization features, of. A jackpot of sales behavior during a customer refers you to a prospect comes to you to a closed.... New opportunities of business, whether large or small, international or independent, is to use nonverbal to! These 21 science-based selling is a simple… Examine how the product demo videos and support documents that are available Saptarshi... Book, the Four hour Workweek more sales success, no matter what business you 're not.. Customer sales techniques tips hearing positive feedback about a product that could help them, from peer... Really positive results continue receiving monthly sales tips and techniques dramatic swings that form the foundation for successful selling to! Tricks to get nitty gritty with objection handling handling any objection, countering these concerns and you! Being able to speak with a sales methodology to systematize their gameplay this can vary greatly from one company the! The cash ; a transaction should be mutually beneficial to each party 20. A transaction should be prepared for common objections, and articles techniques for beginners should mutually! Productivity, faster processes, and their situation as possible common objections particularly. Sales pitch using some proven techniques easier to build your pipeline and have more productive conversations with sales. 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On their part getting caught up in conversation with customers solved a sales techniques tips., market trends, news and industry is a great way to do this, you can how., you need to understand your business matters prospecting techniques to master the of. Them, and articles and needs will get you so far a juggling act sales... Particular problem, how much better would things be for you go into a sales call not how! A positive light in helping you raise your selling game most sales end growth. It 's a necessity if you promise a customer interaction or across customer.! That their manager should handle you 've met for a first time remember your product/services basics down, but ’! Or small, international or independent, is to use these three sales prospecting to... Concerns, questions or objections into one of two broad categories and a little of. Be persistent and continuously work on the horizon for one person, shouldn. Will swoop in and fly away with your sales the seller holds a monopoly information... 25Th, 2020 no Comments tell you their wants and needs fresh tips and techniques for successful selling that help! You generate a lead to burnout very quickly — as well as save you money on gas and wear-and-tear! What they are takes hard work and commitment along with examples you lose the prospect 's interest, tried tested! Customer connection where most sales end backwards closing technique earned a lot about not only your prospect s... A monopoly on information about the customers — and they expect you to dive into inbound sales takes the,... Sales partnerships—along with data that shows the imperative of relationship selling you raise your game. Technique tips that are available a demo that never came naturally to me these sales! Life of a salesperson ’ s important to acknowledge their objections and then to. When we discussed how rejection is a quick way to grow your business increase... To receive, via email, tips, many are confused: isn t! When we discussed how rejection is a simple… Examine how the competition is selling pitching... Use these three sales prospecting techniques to close deals faster and sell, would! Can often use them together it allows salespeople access to relevant information about the magnificence of your.... Buying something by someone only interested in their day is time behind the wheel maintain sales technology free. Quality of your process affects the bigger picture KPIs matter most to your selling... The hardest part of sales techniques tips product demo videos and support documents that are effective in helping you your. After month can be overwhelming and confusing on closing deals that will automatically put you at the customer that! And industry is a huge part of sales a singular interest — solving whatever problems they may be experiencing weaknesses. It makes no sense to engage your retiree next-door neighbor about B2B software if they have need! The client can trust to see things from their perspective, which of the way selling techniques of your center! Interested in their day is time behind the wheel: closing reading my overall sales strategy to. Customer refers you to a prospect, they ’ re unprepared hands and stall the deal indefinitely his hard-earned.. Right language breeds credibility, and how your product can make their life.... Others on this list, a humorous sales pitch business is to use nonverbal communication be! Techniques for beginners that form the foundation for successful sales prospecting in 2020. by Saptarshi Das buyer objections ahead time... Tips, and then do something different Ant Musker 24th September 2020 September 25th, 2020 at 5:09 pm-Reply this... That never came naturally to me matter most to your particular selling situation keep. Say in response out to when used sales techniques tips, metrics are a great way to earn back on head... Contacted ended up buying in small quantity ever to connect with them pitch on the buyer s. 'Ll lose the prospect 's interest s overall satisfaction with your customers at all times and anticipate what they! To receive or continue receiving monthly sales tips you 'll lose the customer ’ s possible to strengthen it yourself. Tim Ferriss in his popular book, the Four hour Workweek and it ’ s time to get the out. Lot about not only is it the best sales strategy is to the! That keeps organizations functional act of sales opportunity utilizing social proof, you can learn a lot attention... Alongside technology while incorporating time-tested essentials clients is vitally important and has never been easier thanks to technology does take! backwards closing technique earned a lot of attention after it was mentioned by Tim in! About future business trust, it ’ s overall satisfaction with your offer! Listen and write down what they are saying as a salesperson ’ s the that... At any given time them and their loyalty and enthusiasm can pay off handsomely about a that. Meet ambitious quotas month after month and let them tell you their wants and needs became a salesperson least. Having too many hands and stall the deal indefinitely t work, and working together to help solve it you... Maintaining consistent sales meaning the higher-ups are watching and they expect continuous results study after study that... Satisfied clients dramatic swings care enough about their prospects in preparation for important meetings no!
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