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\u003C/g>\u003C/g>",{"left":4,"top":4,"width":15,"height":15,"rotate":4,"vFlip":6,"hFlip":6,"body":20},"\u003Cg fill=\"none\">\u003Cg>\n    \u003Cpath\n      fill=\"#F0F0F0\"\n      d=\"M256 512C397.385 512 512 397.385 512 256C512 114.615 397.385 0 256 0C114.615 0 0 114.615 0 256C0 397.385 114.615 512 256 512Z\"\n    />\n\n    \u003Cpath\n      fill=\"#D80027\"\n      d=\"M512 256C512 145.929 442.528 52.0941 345.043 15.9231V496.078C442.528 459.906 512 366.071 512 256Z\"\n    />\n\n    \u003Cpath\n      fill=\"#6DA544\"\n      d=\"M0 256C0 366.071 69.472 459.906 166.957 496.077V15.9231C69.472 52.0941 0 145.929 0 256Z\"\n    />\n  \u003C/g>\u003C/g>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":22},"\u003Cg fill=\"none\">\u003Cpath d=\"M3 6h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\n  \u003Cpath d=\"M3 12h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\n  \u003Cpath d=\"M3 18h18\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linecap=\"round\"/>\u003C/g>",{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":30,"heroVideoUrl":33,"blog":34,"createdAt":35,"updatedAt":35,"publishedAt":36,"locale":37,"sectionSecurity":33,"heroCtAlink":33,"localizations":38,"heroImage":48,"recommendedArticles":130,"contentType":131},6844,"f5nrpc070zo38hr45urz6qqt","Next Steps Methode für einfaches Sch­","Die Next Steps Methode erleichtert den Abschluss. Erfahren Sie, wie sie funktioniert, ihre Vorteile und Anwendung.","/de/sales-enablement/sales-techniques/next-steps-closing/","Erfolgreiche Abschlüsse mit Next Steps","Verbessern Sie Ihren Abschluss","Optimieren Sie die Conversion","Erleichtern Sie die Kommunikation",null,"Closing ist eine __entscheidende Phase__ im Verkaufszyklus, aber nicht immer leicht zu meistern. Die Next Steps Methode macht den Übergang zwischen Verkaufsphasen natürlicher und fließender.\n\n## Eine planbasierte Abschlusstechnik\n\nNext Step bedeutet wörtlich „nächster Schritt“. Doch was steckt wirklich dahinter?\n\n### Überblick\n\nNext Steps ist eine Abschlusstechnik, bei der das Ziel ist, das Gespräch mit einem Interessenten zu einem __einfachen, konkreten und akzeptablen__ Ziel zu lenken, um ihn Schritt für Schritt zur __Conversion__ zu führen.\nDieses Ziel kann ein Termin, die Anforderung eines Dokuments oder eine andere Handlung sein, die den Abschluss näherbringt.\n\n### Kontext\n\nDie Next Steps Methode funktioniert in jedem Verkaufszyklus, besonders aber bei langen Zyklen.\nNext Steps helfen, den Verkaufsprozess zu __strukturieren__, sodass jeder Schritt für den Interessenten überschaubar ist und weniger Aufwand oder Verpflichtung erfordert.\n\n[Verbessern Sie Ihren Abschluss](https://www.leexi.ai/demo#cta)\n\n## Vorteile der Next Steps Methode\n\nDie Next Steps Methode bietet __viele Vorteile__ für Verkäufer, Interessenten und den gesamten Verkaufsprozess.\n\n### Für den Verkaufsprozess\n\nNext Steps verbessern den __Ablauf__ des Verkaufs, indem sie ihn in mehrere Zwischenschritte gliedern. Der finale Abschluss wird zur Formalität, da ein Interessent, der jeden Schritt abgeschlossen hat, bereit zum Kauf ist.\nAußerdem erleichtern diese Schritte die __Qualifizierung__ von Interessenten anhand ihrer Reaktionen. Zögert jemand, ein Dokument zu senden, ist er wahrscheinlich nicht interessiert.\nSchließlich wird der Verkaufszyklus durch Next Steps __effizienter__, da klar definiert ist, was wann zu tun ist und wann der Interessent verfügbar sein sollte.\n\n### Für den Verkäufer\n\nGutes Management der Next Steps bringt auch dem Verkäufer Vorteile. Durch klare Führung zu konkreten Aktionen bleibt der Interessent __engagiert__. Diese Beteiligung erhöht die Chance auf den Abschluss.\nDie Methode erfordert Disziplin: Für die Kommunikation der nächsten Schritte braucht man einen klaren Plan mit Zielen für jede Phase.\nFür den Interessenten zeigt ein klar definierter Next Step __Professionalität__ und aufmerksames Follow-up.\n\n### Für den Interessenten\n\nNext Steps mit dem Kunden zu besprechen, hilft, den Weg im Verkaufsprozess zu __klären__. Verständlichkeit fördert das __Handeln__ und beseitigt Unsicherheiten.\nMit konkreten Zeitplänen motiviert der Verkäufer den Interessenten, sich auf das nächste Treffen vorzubereiten. Das steigert Effizienz und spart Zeit.\n\n![Notizen machen](https://reliable-canvas-66698e1f5b.media.strapiapp.com/Taking_notes_36f6710511.jpg)\n\n## Next Steps in der Praxis\n\nDie Next Steps Methode kann in jeder Phase des Verkaufszyklus und bei jedem Kundenkontakt eingesetzt werden.\n\n### Vom ersten Kontakt an\n\nOb mündlich oder schriftlich: Der erste Kontakt sollte immer mit einem Next Step enden. So weiß der Interessent, was als Nächstes kommt und fühlt sich von Anfang an begleitet.\n\n### Während des Verkaufs\n\nNext Steps bleiben während des gesamten Prozesses wichtig. Mit dem richtigen Next Step zur passenden Zeit und einer angemessenen Bitte können Sie das Interesse __abschätzen__. Jeder abgeschlossene Next Step ist ein __Mini-Abschluss__, der den finalen Abschluss natürlich folgen lässt.\n\n### Nach dem Verkauf\n\nNext Steps können auch nach dem Verkauf eingesetzt werden und steigern die __Kundenzufriedenheit__. Ein Kunde, der nach einem Supportanruf oder einer E-Mail genau weiß, was zu tun ist, spart Zeit und vermeidet Probleme. Diese Klarheit wird geschätzt.","2026-06-03T16:35:19.065Z","2026-06-03T16:35:19.141Z","de",[39,42,45],{"locale":40,"slug":41,"documentId":25},"fr","/fr/sales-enablement/technique-de-vente/next-steps-closing/",{"locale":43,"slug":44,"documentId":25},"en","/en/sales-enablement/sales-techniques/next-steps-closing/",{"locale":46,"slug":47,"documentId":25},"nl","/nl/sales-enablement/verkooptechnieken/next-steps-closing/",{"id":49,"documentId":50,"name":51,"alternativeText":52,"caption":33,"width":53,"height":53,"formats":54,"hash":85,"ext":56,"mime":59,"size":86,"url":87,"previewUrl":33,"createdAt":88,"updatedAt":88,"publishedAt":88,"focalPoint":33,"related":89},2045,"l2mjmofya8x19y6tt5hxnnh9","Steps up.jpg","Steps up",1500,{"large":55,"small":64,"medium":71,"thumbnail":78},{"ext":56,"url":57,"hash":58,"mime":59,"name":60,"path":33,"size":61,"width":62,"height":62,"sizeInBytes":63},".jpg","https://reliable-canvas-66698e1f5b.media.strapiapp.com/large_Steps_up_a99b532476.jpg","large_Steps_up_a99b532476","image/jpeg","large_Steps up.jpg",101.75,1000,101750,{"ext":56,"url":65,"hash":66,"mime":59,"name":67,"path":33,"size":68,"width":69,"height":69,"sizeInBytes":70},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/small_Steps_up_a99b532476.jpg","small_Steps_up_a99b532476","small_Steps up.jpg",28.33,500,28327,{"ext":56,"url":72,"hash":73,"mime":59,"name":74,"path":33,"size":75,"width":76,"height":76,"sizeInBytes":77},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/medium_Steps_up_a99b532476.jpg","medium_Steps_up_a99b532476","medium_Steps up.jpg",58.45,750,58446,{"ext":56,"url":79,"hash":80,"mime":59,"name":81,"path":33,"size":82,"width":83,"height":83,"sizeInBytes":84},"https://reliable-canvas-66698e1f5b.media.strapiapp.com/thumbnail_Steps_up_a99b532476.jpg","thumbnail_Steps_up_a99b532476","thumbnail_Steps up.jpg",4.44,156,4443,"Steps_up_a99b532476",234.53,"https://reliable-canvas-66698e1f5b.media.strapiapp.com/Steps_up_a99b532476.jpg","2025-11-04T15:01:57.038Z",[90,104,116,117],{"id":91,"documentId":25,"metaTitle":92,"metaDescription":93,"slug":41,"heroTitle":94,"heroUnderTitle":95,"heroUnderTitle2":96,"heroUnderTitle3":97,"heroCTA":98,"heroVideoUrl":33,"blog":99,"createdAt":100,"updatedAt":101,"publishedAt":102,"locale":40,"__type":103},3064,"La méthode des Next Steps, pour un closing facile","La méthode des Next Steps permet d’aborder le closing en douceur. Apprenez-en plus sur son fonctionnement, ses avantages et sa mise en pratique.","Réussir son closing grâce aux Next Steps","Améliorer son closing","Optimiser la conversion","Faciliter les échanges","Améliorez votre closing","Le closing est une __étape cruciale__ dans le cycle de formation vente, mais il n’est pas toujours aisé à appréhender. La méthode des Next Steps aide à le rendre plus naturel tout en fluidifiant le passage d’une étape du cycle de vente à la suivante.\n\n## Une technique de closing axée sur la planification\n\nNext Step signifie littéralement “étape suivante” en anglais. Cet éclaircissement étant quelque peu limité, plongeons-nous dans le détail.\n\n### Présentation\n\nLes Next Steps sont une technique de closing dont le principe est de diriger la conversation avec un prospect vers un objectif __simple, précis et acceptable__, permettant ainsi de le faire avancer progressivement sur le chemin de la __conversion__.\nCet objectif peut prendre la forme d’une sollicitation pour une prise de rendez-vous, un document à obtenir, ou tout autre étape permettant de se rapprocher du closing de la vente.\n\n### Contexte\n\nBien que la méthode des Next Steps soit valable pour tout cycle de vente, elle est particulièrement adaptée aux cycles de vente longs. \nEn effet, les Next Steps permettent de __baliser__ le cycle de vente, de sorte que les étapes à franchir par le prospect ne soient pas rebutantes de par l’effort ou l’engagement qu’elles lui demandent.\n\n[Améliorez votre closing](https://www.leexi.ai/demo#cta)\n\n## Avantages de la méthode des Next Steps\n\nLa méthode des Next Steps présente de __nombreux avantages__, que ce soit directement pour le commercial qui l’applique, pour son prospect ou encore pour le processus de vente en général.\n\n### Pour le processus de vente\n\nLes Next Steps interviennent dans la __fluidité__ du processus de vente en le décomposant en de multiples étapes intermédiaires. Le closing final ne devient plus qu’une formalité, puisqu’un prospect ayant franchi toutes les étapes l’y menant pourra passer à l’achat sans aucun accroc.\nEn outre, ces étapes intermédiaires facilitent la __qualification__ des prospects grâce à leur réaction aux sollicitations faites. Un prospect rechignant à envoyer un document n’est probablement pas intéressé et vous fait perdre votre temps, il est donc à délaisser.\nEnfin, le cycle de vente se trouve __rationalisé__ par l’utilisation des Next Steps, car en définissant clairement ce qui doit être fait et quand cela doit être fait, on s’assure de la disponibilité des prospects en temps voulu.\n\n### Pour le commercial\n\nUne bonne gestion des Next Steps bénéficiera également au commercial. En dirigeant explicitement le prospect vers des actions déterminées, celui-ci reste __actif__. Par conséquent, il est impliqué dans la relation commerciale qui se crée, et par extension dans le cycle de vente, augmentant ainsi ses chances d’arriver jusqu’au closing. \nDe plus, l’application de cette méthode impose une certaine discipline au commercial. Pour être en mesure de communiquer les prochaines étapes clés à un prospect, il est nécessaire de disposer d’une feuille de route bien établie, avec un objectif à atteindre à chaque étape. \nD’ailleurs, côté prospect, une Next Step bien définie démontre le sérieux du commercial et de son suivi client. Une vision nette du cycle de vente est gage de __professionnalisme__.\n\n### Pour le prospect\n\nL’évocation des Next Steps lors d’un contact client permet de __clarifier__ la marche à suivre pour progresser dans le processus de vente. Faciliter la compréhension du prospect favorise son __passage à l’action__, tout en éliminant ses incertitudes. \nEn fixant précisément les Next Steps dans le temps, le commercial incite le prospect à se préparer pour le prochain rendez-vous. En somme, on maximise l’efficacité et on minimise la perte de temps pour les deux parties.\n\n![Taking notes](https://reliable-canvas-66698e1f5b.media.strapiapp.com/Taking_notes_36f6710511.jpg)\n\n## Les Next Steps en pratique\n\nLa méthode des Next Steps est applicable à n’importe quelle étape du cycle de vente, et à n’importe quel type de contact client.\n\n### Dès le premier contact\n\nQu’il se fasse oralement ou par écrit, le premier contact avec un prospect doit impérativement se conclure par une Next Step. Cela permet au prospect de savoir où vous l’emmenez, et les actions qu’il a à effectuer pour poursuivre : il se sent accompagné dès le départ.\n\n### Tout au long de la vente\n\nPar la suite, les Next Steps restent cruciales. En plaçant la bonne Next Step au bon moment et en demandant un effort proportionné au prospect, il est possible de __sonder son intérêt__. Chaque Next Step validée fait office de __closing transitoire__, ce qui permet au closing final de s’imposer comme une évidence, dans la continuité des échanges ayant été entrepris jusqu’alors.\n\n### Après la vente\n\nLes Next Steps peuvent aussi être utilisées après la vente, avec pour résultat une meilleure __satisfaction client__. Un client qui sait exactement ce qu’il doit faire à l’issu d’un appel de SAV ou à la réception d’un e-mail est un client qui gagne du temps et évite les tracas. Il vous en sera reconnaissant.","2025-11-05T15:32:35.029Z","2026-02-11T10:55:02.968Z","2026-02-11T10:55:03.073Z","api::child-page.child-page",{"id":105,"documentId":25,"metaTitle":106,"metaDescription":107,"slug":47,"heroTitle":108,"heroUnderTitle":109,"heroUnderTitle2":110,"heroUnderTitle3":111,"heroCTA":109,"heroVideoUrl":33,"blog":112,"createdAt":113,"updatedAt":114,"publishedAt":115,"locale":46,"__type":103},7282,"De Next Steps Methode voor Sluiten","De Next Steps methode helpt soepel te sluiten. Leer hoe het werkt, de voordelen en hoe je het toepast.","Bereik Succesvol Sluiten met Next Steps","Verbeter Je Sluitproces","Optimaliseer Conversie","Vergemakkelijk Communicatie","Sluiten is een __cruciale fase__ in de sales training, maar niet altijd makkelijk te beheersen. De Next Steps methode maakt het natuurlijker en vergemakkelijkt de overgang tussen salesfasen.\n\n## Een Planninggerichte Sluittechniek\n\nNext Step betekent letterlijk \"volgende stap\" in het Engels. Maar laten we dieper ingaan op de betekenis.\n\n### Overzicht\n\nNext Steps is een sluittechniek waarbij het doel is om het gesprek met een prospect te sturen naar een __eenvoudig, specifiek en acceptabel__ doel, zodat ze stap voor stap vooruitgaan richting __conversie__.\nDit doel kan een afspraak zijn, het vragen van een document, of een andere actie die dichter bij het sluiten van de verkoop brengt.\n\n### Context\n\nHoewel de Next Steps methode voor elke salescyclus werkt, is het vooral nuttig bij lange salescycli.\nNext Steps helpen het salesproces te __structureren__ zodat elke stap beheersbaar voelt voor de prospect, met minder inzet of verplichting per fase.\n\n[Verbeter je sluitproces](https://www.leexi.ai/demo#cta)\n\n## Voordelen van de Next Steps Methode\n\nDe Next Steps methode biedt __veel voordelen__, voor de verkoper, de prospect en het salesproces.\n\n### Voor het Salesproces\n\nNext Steps verbeteren de __flow__ van het salesproces door het op te delen in meerdere tussenstappen. Het uiteindelijke sluiten wordt een formaliteit, want een prospect die elke stap doorloopt is klaar om te kopen.\nBovendien maken deze stappen het makkelijker om prospects te __kwalificeren__ op basis van hun reacties. Als een prospect aarzelt een document te sturen, is hij waarschijnlijk niet geïnteresseerd.\nTot slot wordt de salescyclus __efficiënter__, omdat duidelijk is wat wanneer moet gebeuren en prospects op het juiste moment beschikbaar zijn.\n\n### Voor de Verkoper\n\nGoed beheer van Next Steps helpt ook de verkoper. Door de prospect duidelijk naar specifieke acties te leiden, blijft deze __betrokken__. Deze betrokkenheid vergroot de kans op sluiten.\nHet toepassen van deze methode vereist discipline. Om de volgende stappen te communiceren, heb je een duidelijke roadmap met doelen per fase nodig.\nVoor de prospect toont een goed gedefinieerde Next Step professionaliteit en zorgvuldige opvolging. Een helder salesproces is een teken van __professionaliteit__.\n\n### Voor de Prospect\n\nHet bespreken van Next Steps met een klant helpt de weg vooruit in het salesproces te __verduidelijken__. Duidelijkheid moedigt de prospect aan om __actie te ondernemen__ en vermindert onzekerheid.\nDoor Next Steps met specifieke termijnen te stellen, stimuleert de verkoper de prospect zich voor te bereiden op de volgende afspraak. Dit maximaliseert efficiëntie en minimaliseert verspilde tijd.\n\n![Notities maken](https://reliable-canvas-66698e1f5b.media.strapiapp.com/Taking_notes_36f6710511.jpg)\n\n## Next Steps in de Praktijk\n\nDe Next Steps methode kan in elke fase van de salescyclus en bij elk klantcontact worden gebruikt.\n\n### Vanaf het Eerste Contact\n\nOf het nu mondeling of schriftelijk is, het eerste contact met een prospect moet altijd eindigen met een Next Step. Zo weet de prospect wat volgt en welke acties hij moet nemen, wat vanaf het begin steun geeft.\n\n### Tijdens de Verkoop\n\nNext Steps blijven cruciaal gedurende het proces. Door de juiste Next Step op het juiste moment te kiezen en een redelijke inspanning te vragen, kun je __hun interesse peilen__. Elke voltooide Next Step is een __mini-sluiting__, waardoor de uiteindelijke sluiting een natuurlijke voortzetting is.\n\n### Na de Verkoop\n\nNext Steps kunnen ook na de verkoop worden ingezet, wat leidt tot meer __klanttevredenheid__. Een klant die precies weet wat te doen na een supportgesprek of e-mail bespaart tijd en voorkomt gedoe. Deze duidelijkheid wordt gewaardeerd.","2026-06-03T14:40:52.780Z","2026-06-03T17:38:27.455Z","2026-06-03T17:41:45.880Z",{"id":24,"documentId":25,"metaTitle":26,"metaDescription":27,"slug":28,"heroTitle":29,"heroUnderTitle":30,"heroUnderTitle2":31,"heroUnderTitle3":32,"heroCTA":30,"heroVideoUrl":33,"blog":34,"createdAt":35,"updatedAt":35,"publishedAt":36,"locale":37,"__type":103},{"id":118,"documentId":25,"metaTitle":119,"metaDescription":120,"slug":44,"heroTitle":121,"heroUnderTitle":122,"heroUnderTitle2":123,"heroUnderTitle3":124,"heroCTA":125,"heroVideoUrl":33,"blog":126,"createdAt":127,"updatedAt":128,"publishedAt":129,"locale":43,"__type":103},2841,"The Next Steps Method for Easy Closing","The Next Steps method helps approach closing smoothly. Learn how it works, its benefits, and how to put it into practice.","Achieve Successful Closings with Next Steps","Improve Your Closing","Optimize Conversion","Facilitate Communication","Enhance Your Closing","Closing is a __crucial stage__ in the sales training cycle, but it’s not always easy to master. The Next Steps method makes it feel more natural and smooths the transition from one sales stage to the next.\n\n## A Planning-Based Closing Technique\n\nNext Step literally means “next step” in English. But let’s dive deeper into what it really means.\n\n### Overview\n\nNext Steps is a closing technique where the goal is to guide the conversation with a prospect toward a __simple, specific, and acceptable__ objective, helping them move forward step by step toward __conversion__.\nThis objective could be setting up a meeting, requesting a document, or any other action that brings you closer to closing the sale.\n\n### Context\n\nWhile the Next Steps method works for any sales cycle, it’s especially useful for long sales cycles.\nNext Steps help __structure__ the sales process so that each step feels manageable for the prospect, reducing the effort or commitment required at each stage.\n\n[Enhance your closing](https://www.leexi.ai/demo#cta)\n\n## Benefits of the Next Steps Method\n\nThe Next Steps method offers __many advantages__, both for the salesperson using it, their prospect, and the sales process overall.\n\n### For the Sales Process\n\nNext Steps improve the __flow__ of the sales process by breaking it down into multiple intermediate steps. The final closing becomes a formality, as a prospect who has completed each step is ready to buy without hesitation.\nAdditionally, these steps make it easier to __qualify__ prospects based on how they respond to your requests. If a prospect hesitates to send a document, they’re likely not interested and may not be worth your time.\nFinally, the sales cycle becomes more __efficient__ with Next Steps, as clearly defining what needs to be done and when ensures prospects are available at the right time.\n\n### For the Salesperson\n\nManaging Next Steps well also benefits the salesperson. By clearly guiding the prospect toward specific actions, the prospect stays __engaged__. This involvement in the process increases the likelihood of reaching the closing stage.\nApplying this method also requires discipline from the salesperson. To communicate the next key steps, you need a clear roadmap with an objective for each stage.\nFor the prospect, a well-defined Next Step shows professionalism and attentive follow-up. A clear vision of the sales process is a sign of __professionalism__.\n\n### For the Prospect\n\nDiscussing Next Steps with a client helps __clarify__ the path forward in the sales process. Making things easy to understand encourages the prospect to __take action__ and removes uncertainty.\nBy setting Next Steps with specific timelines, the salesperson prompts the prospect to prepare for the next meeting. This maximizes efficiency and minimizes wasted time for both sides.\n\n![Taking notes](https://reliable-canvas-66698e1f5b.media.strapiapp.com/Taking_notes_36f6710511.jpg)\n\n## Next Steps in Practice\n\nThe Next Steps method can be used at any stage of the sales cycle and with any type of client contact.\n\n### From the First Contact\n\nWhether it’s verbal or written, the first contact with a prospect should always end with a Next Step. This lets the prospect know what’s next and what actions to take, making them feel supported from the start.\n\n### Throughout the Sale\n\nNext Steps remain crucial throughout the process. By choosing the right Next Step at the right time and asking for a reasonable effort, you can __gauge their interest__. Each completed Next Step acts as a __mini-closing__, making the final closing a natural continuation of your previous interactions.\n\n### After the Sale\n\nNext Steps can also be used after the sale, resulting in greater __customer satisfaction__. A client who knows exactly what to do after a support call or email saves time and avoids hassle. They’ll appreciate this clarity.","2025-11-24T16:03:35.947Z","2026-02-11T10:53:50.495Z","2026-02-11T10:53:50.610Z",[],"child-pages",{"left":4,"top":4,"width":133,"height":10,"rotate":4,"vFlip":6,"hFlip":6,"body":134},330,"\u003Cg fill=\"none\">\u003Cpath d=\"M325.378 65.7492V50.0301H329.083V65.7492H325.378ZM327.241 47.7992C326.654 47.7992 326.149 47.6047 325.726 47.2158C325.303 46.8201 325.092 46.346 325.092 45.7933C325.092 45.2339 325.303 44.7597 325.726 44.3708C326.149 43.9751 326.654 43.7773 327.241 43.7773C327.835 43.7773 328.339 43.9751 328.756 44.3708C329.179 44.7597 329.39 45.2339 329.39 45.7933C329.39 46.346 329.179 46.8201 328.756 47.2158C328.339 47.6047 327.835 47.7992 327.241 47.7992Z\" fill=\"white\"/>\n\u003Cpath d=\"M313.354 66.0664C312.357 66.0664 311.46 65.889 310.662 65.5342C309.871 65.1726 309.243 64.6405 308.779 63.9378C308.322 63.235 308.093 62.3686 308.093 61.3384C308.093 60.4515 308.257 59.718 308.585 59.1381C308.912 58.5582 309.359 58.0943 309.925 57.7463C310.491 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