RULE 37 Manage Your Opportunities Effectively

(Note: Rule 37 covers a great deal of critical information. The discussion is somewhat longer than that for other rules in the book, but the system outlined here will help you take control of your business relationships. Please read it from beginning to end before proceeding to Rule 38.)

Many years ago, one of our salespeople came in to my office on a Saturday morning to discuss what his sales picture looked like over the next month or two. He wanted my feedback on which leads were “live” and which weren’t. I sat down and evaluated all his prospects, separating the active relationships from the inactive ones, and identifying subcategories within each of those two groups that clarified exactly what ...

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