“You can’t sell to everyone, and because you must sell to someone, you don’t want to pick anyone. Prospecting — and following through to getting the appointent—remains the most important step in the sales cycle. All others cannot manifest if there’s no one to work them on.” So, forget closing the sale; just get the
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Being the top salesman feels much like winning the World Cup. The double-edged sword of being no. 1 It’s a double-edged sword. One edge cuts the air with jubilation as the world celebrates with you, while the other edge cuts deep with the realization that in this same instant you are champion, you are automatically
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