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| SALES HINTS... |
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Are your salespeople targeting all the potential buyers in their area, or the best potential buyers? It’s an important distinction. There is always a smaller number of “best buyers” than there are all buyers. These best buyers are the group who will spend more money, more quickly, and more often than others. Do you have a list of these buyers? Do you target them consistently and relentlessly? Are they your absolute top priority? Learn why you need this list and how it can improve sales… Take time to look at the market you target as a salesperson. Take time to learn everything you can about the ideal prospects in the batch. Gather information, make enquiries about the challenges they face, read up on these companies and their markets. Become a specialist on your prospects’ business. Then commit yourself to getting their business. Shift your focus to these prospects – your “Dream Prospect List”. If you commit 100 percent effort and determination and go after them again and again without giving up, this winning combination – focusing on the right buyers and unyielding persistence – will blow away all your previous sales results.
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