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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 7: Making the most of your time

One thing that we often hear from salespeople is that there is never enough time to do everything. In sales, there are always more things that we can do: more prospects to call, more customers we could visit, more administration that we could complete. One of the big issues that Brilliant Salespeople have mastered is how to make the very best use of their time. They know where to spend time for the greatest return and they do not confuse activity with results.

Time is one of those things that is finite. We cannot change it. The very best that we can do is to understand where we spend our time now and consider if it is on the right things. ...

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