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The best salespeople go well beyond creating satisfied customers to build loyal customers. They don?t merely hunt for transactions they look for ways to help their customers achieve their goals. They make a habit out of asking more questions than less successful salespeople. They know that without a complete understanding of their customer?s situation they may miss the opportunity to help.

Time is one of a salesperson?s most valuable assets. But using it to maximum advantage is often a salesperson?s greatest challenge. Salespeople tend to be outgoing, talkative people for whom details are almost a form of torture.

The most effective sales professionals make a detailed plan which includes a flexible work schedule that maximizes their selling time. The plan most often includes office time, planned at the beginning and end of the week, and at the beginning and end of the day. If you don?t have to be in…

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