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

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CHAPTER 11

Structuring Winning Sales Calls

We don’t go on sales calls. We conduct them. The professional salesperson isn’t riding along in the back of an airplane. She’s in the left seat, up in the cockpit, with her left hand on the yoke, right hand on the throttles, and feet on the rudder pedals. Think pilot-in-command. There’s nothing passive about it.

A flight has a proper and logical sequence of events. We check the weather, file a flight plan, and do a preflight inspection of the plane. We run through a checklist on the ground, start the engine, and scan the vital instruments. We decide when it’s time to taxi away and then request permission to take the runway. From there we execute the remaining segments of the flight: takeoff, climb out, ...

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