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

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CHAPTER 15Position Yourself to Continue Earning High Profits

TOP PERFORMER. PRESIDENT’S CLUB. Gold Circle. Salesperson of the Year. Nearly all companies have some sort of recognition program to reward what they consider superior performance. To the salespeople who have achieved these levels of recognition, I say, “Job well done.” For those salespeople who have yet to achieve the level of recognition and reward they know they are capable of earning, I say, “Don’t give up, and every day seek to be the best.”

Receiving an award is great, and I’m a firm believer in recognizing performance that goes beyond expectations. Where problems arise is when we attempt to determine what is “beyond expectations.” Top-performing salespeople—and by this I mean ...

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