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Sales Scripts that Sell, Second Edition by Ph.D. Michael Gamble, Ph.D. Teri Gamble

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How Sensible Selling Works

First, consider all your work time as business development time. This perspective will prevent you from thinking of yourself as a passive recipient of business and will cause you instead to see yourself as an active creator of business.

Second, think of business development time as prime time. Consider every business development minute as true opportunity time. Use the time to develop leads, follow up on inquiries, build rapport with potential customers and referrals, and establish your credibility as a source with the people whose business you desire.

Third, keep yourself on track. Track your daily business development results on a form like the one provided here. Examine your results to determine if your prospecting ...

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