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The Go-To Expert by Jon Baker, Heather Townsend

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12

Honing your selling skills

Topics covered in this chapter.

The previous chapter dealt with the ‘process’ side of successful selling. This chapter looks at the practical selling skills you will need to convert the opportunities that come your way.

“Half the battle is selling music, not singing it. It’s the image, not what you sing.”

ROD STEWART

How to qualify a lead

Anything related to marketing and selling is non-chargeable time, which takes you away from doing what you love – servicing ...

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