Control your attack.

Summary

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Selling to customers on the road - Column

Sales professionals should consider selling to clients on the road akin to fighting a battle on enemy soil. Salespeople will win the battle if they are better prepared than their opponent. Psychological warfare is important, as salespeople must get inside a client's head to understand what he or she is thinking. Organization is equally important, and winning salespeople keep careful notes of their contacts, appointments, and leads. Returning calls quickly and thanking clients for their time is essential to maintaining their interest.

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Extract

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Control your attack.

As a former Infantry officer, I find nothing clearer than the connection between an entrepreneur selling on the road and a soldier on a foreign campaign. Each must seek survival and...

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