Commandment 10. Don't stop.

Persistence is one of the key virtues in selling success. I teach a seminar in Value-Added Selling for the American Management Association. In that seminar, one topic that is covered is the Six Structures of Value Added. The Six Structures of Value Added are simply the ways or categories in which you can add value for your prospective customer during the sales cycle. The Six Structures of Value Added are information, distribution, resources, systems integration, stability, and product or service design. One of the six ways to add value to your product is through the stability of your organization. In other words, if you are buying a complex (and expensive) product or service from an organization, is it of value to ...

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