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Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls by Michael D. Krause

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KOLB’S EXPERIENTIAL LEARNING STYLES MODEL

With a better command of your own learning style and by applying those insights to your prospects, you will have greater success in selling. The information about people’s behavior explained in the previous section, coupled with the descriptions of learning styles we’ll cover below, will provide you with the formula you need to approach anyone and achieve professional rapport, allowing you to earn more money. You will sell to anyone without feeling frustrated and will avoid the fatal error of failing at a sale because of a personality clash. Until I started adopting these strategies in my selling, I often found myself on the wrong end of a lost sale and without a clue as to why I hadn’t succeeded.

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