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When you ask to meet with a rep from River Pools and Spas to discuss possibly putting in a pool in your backyard, they assign you some homework first. You have to read a 50-page book and some other material.

assignment selling, sales techniques information age

If you don't read it, they cancel the appointment.

While it cut down on the number of calls, it greatly improved the quality of the visits. They made less presentations, and their closing rate boomed.

Do you do this in your niche? Do your competitors?
#assignment #selling
  • Profile picture of the author Claude Whitacre
    I get it. It's a huge investment, and they want to make sure you have a real picture of what it involves.

    For speaking engagements and buying my local online marketing service, I send a few DVDs and articles I've written. Maybe an appropriate book I've written. It strengthens the appointment.

    It also gets rid of objections. If they keep the appointment, a sale is nearly guaranteed.
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    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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