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New Sales. Simplified. by S. Anthony Iannarino, MIKE WEINBERG

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CHAPTER 10

Mentally Preparing for the Face-to-Face Sales Call

To me, the initial face-to-face call with a target prospect is the pinnacle of what we do as sales professionals. Securing this meeting is the focus of all our hard work up to this point. Sure, there can be a ton of work following that first meeting, and it might be months or even years until a deal is consummated, depending on the sales cycle. Some people will argue the boardroom presentation is our finest moment, while others believe that the formal proposal is the summit of the sales effort. My experience shows that business is won earlier in the process by those who get in front of declared target accounts and set the tone for the relationship during sales calls.

It’s Your Call; ...

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