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

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TEN

Qualify Your Prospects

One of the greatest time wasters in the business of selling is spending too much time with people who cannot or will not buy your product or service. Your ability to qualify your prospects clearly at the beginning of the conversation, even over the telephone, can save you an enormous amount of time, and increase your income substantially.

Customers today are overwhelmed with as many as 5,000 commercial messages per day, all saying, “Buy me! Buy me! Buy me!”

Getting Customer Attention

The scarcest single resource in business is customer attention. For you to get a chance to sell or to score, you must break through your prospective customers’ preoccupations so that they are willing to listen to you in the first place. ...

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