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  CONTENTS >> SALES   May/Jun 2006

Are You Begging for Business?

Five Ways To Achieve Buy-in Before Asking For The Sale.

By Todd Duncan

If you are, stop! “Beggars can’t be sellers,” says Killing the Sale author Duncan, and he explains exactly how to proceed through these five steps: say something new; be the first to add value; be the first to say thank you; respect your prospects’ time; and don’t stop once the sale seems imminent.
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