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Entrepreneurial Selling by Martha Rivera-Pesquera, Vincent Onyemah

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CHAPTER 3

Finding the Right Sales Model for Your Business

Start talking to your future customers as early as possible. Even before you have a company, even before you have a product … go to the field. See what people are talking about. See what people care about.

—Sagi Brink-Danan, Perfuzia Medical

There are plenty of business books, many of them excellent, with tips on how to woo clients, sell a product, run a company, and motivate staff. That said, there is a shortage of information out there on sales models for entrepreneurs creating a new business.

Inadequacies in Existing Sales Models for New Venture Creation

A typical sales cycle consists of eight phases: pre-prospect; qualify; prospect; engage, explore, and present options; handle objections; ...

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