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Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty

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Build Business Relationships

Job #1

If every instinct you have is wrong, then the opposite would have to be right.

—Jerry Seinfeld

On the television show Seinfeld, George is complaining about his life. He feels that every decision, every instinct he has, has been wrong. So, Jerry’s advice is to do the opposite. As salespeople, every instinct we have is to focus on the opportunity. Managers, after all, measure our progress by opportunity. However, if your focus with a new customer, or a new territory, is only to find opportunities, you will fail.

Although it’s not exactly the opposite of targeting opportunity, you need to build business relationships ...

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