Art Original
101 MARKETING STRATEGIES
Most sales and marketing consultants subscribe to an “event” model of
selling. You will find books written on single subjects such as closing the
sale, referral selling, and overcoming objections. Many of these models
and books are loaded against long-term success in selling professional
services. Selling professional services is not an event, it is a process. Al-
though pieces do have usefulness when placed in the context of the sell-
ing process, you may develop great skill in closing the sale and still not
close many sales because you closed too soon or too late.
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