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Sales Success (The Brian Tracy Success Library) by Brian Tracy

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EIGHT

Develop an Effective Sales Strategy

One of the characteristics of top salespeople is that they engage in long-term thinking. Instead of reacting and responding to what is going on around them each day, they take some time to stand back and look at their market from the point of view of a general surveying the battlefield.

Top salespeople, first of all, become thoroughly familiar with their product or service, and what it can do better than any other competitive product or service to change or improve the life or work of the customer.

Then, the top salespeople survey the marketplace to develop as much clarity as possible about exactly those customers who would be most likely to buy, use, and enjoy what they are selling.

Four Pillars of Selling ...

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