Before launching a bidding war for an account, consider how relationship-building and prospecting can make the runner-up position a better place to be. In this article, tips that challenge you to rethink the way you deliver your sales messages are presented. They are: 1. Get active. 2. Plan your contact strategy. 3. Respect your prospect's time. 4. Make the first phone call or key stroke.
tips+tools Anonymous Agency Sales; Aug 2009; 39, 8; Docstoc pg. 47 Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.
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