A-B-C, Always Be Closing is bad advice. If you don’t have the relationships, you don’t stand a chance. It’s time to change the selling alphabet. It’s not about closing, it’s about connecting.
Sometimes we need a hit of reality to see what's really important. You don't get repetitive customers and referrals without strong relationships. The classic model for marketing and business development is broken. It's too simplistic. The classic approach focuses...
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