Selling Professional and Financial Services Handbook (Scott Paczore; Chuck Peruchini, 2013)

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  • Rock ripple effect - Trace the source of the ripple, apply strategy, any time spent becomes part of the hourly salary
  • Think like a guru - what’s next?
  • Strategic selling - identify rock-ripple events, evaluate opportunities, innovate, deploy. Very important for entrepreneurs to identify opportunity
  • Pertinent - relevant or applicable to a particular matter; apposite


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