In case you didn’t know, the FU money in sales comes from the follow-up. When you follow up with a prospect, it’s a delicate balance between how they want to be followed-up and when to follow up with them. I’ve learned that in today’s society,...
Here’s the cold, hard truth: Only 3 percent of your prospects are ready to buy right now. The other 97 percent have to go through a hierarchy or familiarity before they spend a dime. On top of that, most of your prospects that WILL buy are still not ready to do...
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