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Saturday, 26 July 2008
 
 

The "Being Efficient" Myth

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The "Being Efficient" Myth

Although successful selling requires a level of efficiency to put each staff member in front of as many decision-makers as possible in the shortest period of time, being efficient in sales is not always effective! Research into effective selling by several major Universities suggests that it can take as many as nine to twelve impressions about a product or service depending on the industry, before a prospective customer or client will make a buying decision. Therefore, your staff needs to take time to soften a decision-maker with appointment confirmations (both written and verbal).
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