22/03/2005 - 21:00

Your sales pitch is only a small part of the buying decision.

22/03/2005 - 21:00

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We were at our conference table making a big sale. A seven-figure sale. Big enough? Big enough to follow the sequence of what happened? Let me begin by saying our “selling” was only 25 percent or less of the total impact of their desire to purchase.

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