In the last chapter, we looked at the importance of being systematic in your approach to the repetitive tasks that you must perform. In this chapter, we’re taking the same approach to the major task that you face—the Big One.
And you’re wondering, “What’s the Big One?” It’s selling. In other words, the big task, the reason your company hired you, the value you bring to your company, the heart of the sales job, is this—influencing your customers to purchase your products and services.
That’s it. All the other things are peripheral to this one task. It is the essence of your job. And if you are systematic about accomplishing this major task, you’ll take great leaps forward in your effectiveness and efficiency. You’ll become a superstar of time ...
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