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| Here's a sample from the "15 Biggest Mistakes" report: |
| Rule 7: Do they identify enough of the customer's buying criteria before they present. |
| Studies show that the more buying criteria on the customer's mind, the less important is any single one (such as price) is to the purchasing decision. |
| Here's a sample from the "10 Biggest Mistakes" report: |
| Rule 7: Failure of the 80/20 rule:Spending 80% of your time with the bottom 20% of the sales people. |
| (key: Spend time with the middle group, "emerging contributors") |
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