Take the Path of Most Resistance

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Electricity follows the path of least resistance. So does water. And so do too many salespeople. Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they know, they are completely satisfied. … [Read more...]

How to Plan Your Sales Week

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You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]

5 Rules for Nurturing Your Dream Clients

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If you want to win your dream clients, you have to nurture those relationships over time. You have to make the deposits that make you known and that make you known as a value creator. Here are 5 rules to help you nurture your dream clients without making the mistakes most sales … [Read more...]

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