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RAB Research Archive

Plant the seeds of tomorrow



Some salespeople view prospecting as nothing more than lining up the next sale. That's a fallacy.

Prospecting is a process in which prospects make the decision to do business with you. Few of them act quickly today. Many won't make a decision until their backs are against the wall.

This means that no one ever knows when a "no" will become a "yes." It may happen when it's least expected. If you think longer term and stay close to customers, it will be a good tomorrow.

Source: Sales consultant John R. Graham





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