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Quote-a-Day Gifts
Drawn from the top American business books by journalist John Eckberg, each daily Pot of Gold entry offers inspiration, insight, wit and wisdom. Excerpts are smart, informative and entertaining.

Pot of Gold

September 24, 2018
PrintedOwl.com
One of the best ways to establish credibility in a sale is to leverage existing relationships, advises Thomas A. Freese in Secrets of Question Based Selling (Sourcebook). Would a friend within a targeted prospect account give you a personal endorsement for a relationship in some other part of the company? "A credible reference is worth its weight in commission checks."
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