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...]

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...]

Focus on the Right Targets

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The biggest and best prospects in your territory already have someone providing them with what you sell. They're completely satisfied. Okay, they're not completely satisfied, but they will tell you they are. Your biggest and best prospects, your dream clients, have had the same … [Read more...]

On Planting Seeds

On Planting Seeds

It’s a universal truth that you never reap what you haven’t sown. You have to plant seeds. But there’s more to sewing than simply planting the seeds. You have to care for that seed to ensure it grows. You have to ensure it gets the water and nutrients it needs to sprout into … [Read more...]

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