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High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

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CHAPTER 5Prospecting That Works

ONCE, WHILE I WAS WALKING through an airport, I heard someone behind me calling my name. As I turned around, I recognized the other person as the president of a company I had done some work for a few years earlier. He asked me if I had a couple of minutes, because he wanted to talk to me about an issue involving his sales force. He said he always thought he had the best salespeople in the industry. His strong belief in the quality of his people was the reason he felt he never needed sales consulting services. I couldn’t help but chuckle inside because just then, I knew immediately he was going to begin telling me about some problem with his salespeople and ask for my help in solving it.

I was right. He explained ...

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