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Sales Don’t Just Happen

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Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said "no". In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite. Schiffman urges salespeople to insist on active participation from the prospect, or walk away. His book, Sales Don't Just Happen, helps salespeople increase the bottom line by purging the prospect list of those who won't "play ball".

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