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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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Preplanning: Prepare Yourself

Get Ready to Start

Confidence is preparation. Everything else is beyond your control.

—Richard Kline

As I’ve stated several times, most of your sales activity in the first year, when trying to penetrate new accounts, will be in the first stages: planning and qualifying needs. As part of the planning stage, I want to ensure that you have the tools you need once you’re engaged with a customer. In this chapter, I address the “homework” activities you must do. This chapter helps you:

  • Address your capabilities and learn to develop sales skills and product knowledge.
  • Develop some simple messages that will engage your ...

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