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Book Review: Buy-ology
Marketing is not yet a science, which means that there’s no guarantee that “if you take this action, you’ll get this result”. You may have a lot of anecdotal knowledge and strong hunches on what will get results. However, if you don’t understand how people react to your message, you are likely to be guessing.

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No is a Positive Outcome in Sales
There are numerous studies that reveal that 87% of sales people working the telephone give up after the first attempt. By extrapolation this means that only 13% follow up more than once. Another 10% give up after a second call. Only about 3% of reps follow up more than twice. Which do you think have a higher rate of success? To get more positive responses you have to hear more nos. You hear more nos (and more positive responses) by following up every lead and every opportunity. To get more positive responses you must be tenacious on following up leads. Get the nos out of the way. Being perseverant and persistent is the key and it requires two things: a follow-up system and self-discipline.

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