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Going IT Alone: The Handbook for Freelance and Contract Software Developers by Leon Brown

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The sales process

Often misunderstood as something that happens when a sale is made, the sales process is something that has several phases and doesn't end when the sale is complete. From the first instance of being introduced to a prospective client, through to closing the sale and maintaining the relationship, the sales process isn't just about making a sale, but more about maximizing the sales potential and building an ongoing relationship.

Stage 1: Establish the relationship

There are a number of channels that can be used to establish relationships with prospective clients; the key being to ensure that your name is mentioned or placed in the right location at the right time. Channels that are effective for establishing leads that in turn are ...

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