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Sales Warrior Lesson 13: ClaimingA movement is not successful unless it pays for itself. In chapter 2, Going to War, which discusses the costs of war, Sun Tzu first explains that success is making victory pay. The first rule to making victory pay is keeping costs low. You invest your limited amount of time and effort in the sales process. Sales is a very emotionally demanding job. In this process, winning the most difficult sales is seldom the most profitable course of action, either emotionally or financially. Difficult sales are, by definition, time consuming. Similarly, winning the largest customers is seldom the most profitable course. Large customers attract the greatest amount of competition. Even if you win these customers, you seldom do so at the best profit. They also require more resources and effort to maintain. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
