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Letting Ideal Clients Know You’re Alive
David: Even if we accept the idea that we're going to interact with people who are not ideal clients, I think one of the other things that causes salespeople trouble is when they're afraid to disqualify a prospect. To say, okay, I'm no longer going to follow up with this person. I've always viewed it a little like the game musical chairs that you played as a kid? You got a certain number of people going around, a certain number of chairs, and when the music stops, everybody scrambles to get a chair. And if you don't have a chair, you're out, right? And I view prospecting that way in some…
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