Five Steps to Train Your Customers to Shorten Your Sales Cycle
Notes from Short Cycle Selling by Jim Kasper
01. Reciprocate = give your customers solid referrals for their business.
02. Enumerate = keep a list of referrals that each cutomer sends your way.
03. Formulate = write handwrittedn notes that informs your customer regarding progress with the referral.
04. Educate = be specific about the type of prospect that you work with the best.
05. Reward = reward the customers who help you the most.
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