18
When to Let Go
Sometimes it’s just not going to happen. But before you throw in the towel, are you sure? If you want to sleep well at night, you need the assurance that you took that sale as far as it could go before you called it quits.
HOW FAR SHOULD YOU GO?
What would an old-school sales manager say about follow-up technique? (When I say old-school, I’m referring to that rude, disrespectful, testosterone-driven lunatic sales manager. Think Alec Baldwin in Glengarry Glen Ross.) How would he encourage follow-up? In all likelihood the sales meeting would include soundbites like this:
• “If they aren’t cussing at you, you haven’t gone far enough with your follow-up.”
• “I want cease-and-desist letters from attorneys, people. Harass them ...
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