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Out of touch, out of luck…

By craigklein ⋅ January 16, 2008 ⋅ Post a comment

I’ve got a young family and so, I don’t get “out” like I used to…
Last week, I let an old college buddy talk me into meeting him out for a beer or two after work.
Didn’t spend too much time or have too much fun but, the topper was when I walked outside, I discovered my [...]

How to Fire a Prospect

By craigklein ⋅ October 29, 2007 ⋅ Post a comment

Objectives -
Put the sales person in control of the process and focus time on prospects that are ready to close
Change the dynamics of the relationship - Customers expect the sales person to “chase” them and they take advantage of that fact.  They don’t return your calls because they know you’ll call again.  This Firing technique [...]

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