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An Idea A Day by David Thompson

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SALES

BE AVAILABLE

Patrick Forsyth

IT IS, OF course, a fact that often it is tedious dealing with customers who will not make up their mind. You want confirmation now. They want to think about it (which reminds me of the saying that when a customer says “I’ll think about it and let you know”—you know). But what matters most is the customer’s timetable, rather than the seller’s. However long they mull things over for, whatever sort of gap appears between one contact and another (and there is a need here to keep in touch and take an initiative in following up), when they are ready to act, they are ready to act.

It can be galling to spend time ...

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