Chapter 3

The Many, Many Values of a Selling System

CHAPTER OVERVIEW

Great Sales Professionals Can Predict the Future

Exercise 3.1. Using Systems for Sales Success

Twelve Reasons That Systems Make Your Life Easier

Calling on a Colossal Company

Tom’s big client shrinks on contact.

Leo Burnett is one of the largest ad agencies in the world. So when a woman called from there, I thought my low-income days of selling party planning services were over. One big client like that could keep me in new suits for years.

She wanted to hear about our offerings on the phone, but I insisted that I see her in person. After a few minutes of hard selling, I convinced her that a meeting was best. There was no way I was going to miss the opportunity to get face-to-face ...

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