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"Mastering the Straight Line Approach to Sales and Marketing" Dear Top Secrets Subscriber, This week's issue begins a multi-part series on what I consider to be the straight line approach to sales and marketing. We All Know that the Shortest Distance Between Two Points is a Straight Line It's true in geometry. It's true on maps. It's true in real life, and it's true in sales. Very often, the reason it takes us longer than it should to get from where we are to where we want to be, is that we fail to apply this principle on a consistent basis. We allow our attention to wander and our actions follow. We know what we should do, but then we find justification for doing something else!

Top Secrets Author, Entrepreneur & Business Consultant, David Blaise

The Straight Line Approach to Sales Success is This:
Prospect Constantly, Qualify Quickly,
Present Professionally and Follow Up Methodically...
Then Repeat.

This is painfully obvious and it makes perfect sense. It's likely we all know this. But it's equally likely that we don't always do it well as we could or should. That's what gets us into trouble.

Sure, we prospect. But we don't do it constantly. Naturally we qualify, but we may do it inconsistently, and stretch the process out a lot longer than necessary. Of course we make sales presentations, but not always as effectively as possible. And very often, we follow up "as time allows" rather than as our clients need us to.

During the next few weeks in this newsletter, we'll examine each of the points in the straight line approach. But in the meantime, ask yourself how you can begin to apply it yourself right now.

• How many new prospects should you contact today? How many will you contact?
• How many prospects can you either qualify or disqualify today? Qualified prospects are your future revenue streams... and every prospect you can disqualify means more time for those who are qualified.
• How many presentations will you make this week? Will they be as focused and professional as they can possibly be? Or will you "wing it?"
• How's your follow up procedure with clients? Random and haphazard or structured and methodical?

If you're just getting started, click here.
• If you're a business owner in need of ideas and strategies, turn on your speakers and click here.
• If you're a salesperson in need of more sales and clients turn on your speakers and click here.

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