FINALLY… SALES!

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VOCAB

You have to be prepared for a lot of nos. And you can’t stop because it’s a no. You just gotta get them to say hmmm… Not yes, but hmmm.
— Dawn Staley

LEAD   | lēd

Noun: an incoming communication or a recommendation that you need to explore.

Just talk to them! Explore shared values to qualify them. You’re not just looking to impress them… they need to meet your criteria for talking further and taking more of your time!

Survival can be summed up in three words: never give up. That’s the heart of it really. Just keep trying.
— Bear Grylls

PROSPECT   | ˈpräˌspekt

Noun: an established relationship that should be further developed.

You see a shared value, now look for specific opportunities for mutual benefit. Explore which of your options would help their pain or fulfill their desire.

OPPORTUNITY   | ˌäpərˈt(y)o͞onədē

Noun:  a developed shared value that is just waiting for a pitch.

An offer for a specific time, place, and price that has mutual benefit.


CASE STUDIES

 

EXERCISE

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