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11 Secrets of Time Management for Salespeople, 11th Anniversary Edition: Gain the Competitive Edge and Make Every Second Count by David Kahle

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Time-Management Secret #8: Stick to an Effective Sales Process

In the last chapter, we looked at the importance of being systematic in your approach to the repetitive tasks you must perform. In this chapter, we’re taking the same approach to the major task you face—the Big One.

What’s the Big One? It’s selling. In other words, the big task, the reason your company hired you, the value you bring to your company, the heart of the sales job, is this: influencing your customers to purchase your products and services.

That’s it. All the other things are peripheral to this one task. It is the essence of your job. And if you are systematic about accomplishing this major task, you’ll take great leaps forward in your effectiveness and efficiency. You’ll ...

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