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RAB Research Archive

Focusing on the prospect



When speaking with a manufacturer's representative or district manager, focus the conversation on what is important to him/her. Their focus is on increasing sales, not buying media.

When talking benefits, use phrases like, "We create programs designed specifically to generate incremental sales." Talking about what is important to the prospect will get you the appointment and help you close the sale.

Source: Brandeis C. Hall, RAB





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