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Sell and serve your customers better by putting them in a bucket
That’s right, I said “put them in a bucket”… Of course, what I mean is to categorize them. There are all kinds of potential markets and customers for your business out there. You need to know which ones are the most profitable for you. I call them “buckets”. You can only carry 2 or 3 [...]
How to Fire a Prospect
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 [...]
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