If you farm and hunt than you need a plan. If you are required to acquire customers (hunt) and nurture customers (farm), then you need a plan. Generally, most salespeople have a component of each; but, some roles, like...
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Avoid losing control the sale. In fact, never do so. Strive to lead the sale. There are many levels of control where selling is concerned but I’ll limit myself to one; the sales person-prospect engagement; that is, the salesperson-prospect...