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  CONTENTS >> THE CUSTOMER   April 2003
 
EXECUTIVE SUMMARY

Prospects Deserve a Professional Presentation

Ten Steps For Successful Repeat Sales

By Dawn Siebold



Do realtors or insurance agents carry bags full of brochures, waiting to pounce on unwary passersby? No: they make appointments. Here are ten steps that turn appointments into successful sales: Sell the appointment first; call ahead and confirm; show up on time; control the “small talk”; explain your products and benefits; give your personal story; answer questions; ask for the sale; explain the follow-up; tell them how they can contact you.
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