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

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CHAPTER 7Skip the Sales Presentation

LATE IN THE AFTERNOON on a beautiful spring day, I found myself sitting in the lobby of a large global corporation waiting to meet with someone I hoped would become a major customer of ours. This sales call had been weeks in the making. It had taken considerable time and effort to secure an appointment with this particular individual, who had the potential to single-handedly make or break my sales career. In truth, it had not been all my work. Sitting with me was an associate who had worked with me each step of the way in trying to get this meeting and prepare for it. All of the effort to get this far only served to emphasize the importance of this call, not only for us, but also for everyone else in our company. ...

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