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RAB Research Archive

Avoid the ‘drop-in’ call



As a salesperson, you have the right to be persistent and to be respected, but not to infringe on customers' time.

Dropping in on a client unannounced because you were "in the neighborhood" sends the wrong message.

Instead, schedule your calls, have a stated objective for each meeting, and be sure the time spent results in value for the client.

Source: Ken Thoreson, president of Acumen Management Group, Ltd.





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