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Part I: Rethink Sales > Value the Quick Sale

Chapter 2. Value the Quick Sale

According to reliable research, salespeople have less than 60 seconds to attract the attention of their prospects. A study conducted in 2001 by Dr. Kim Allen, a sales executive at Astra Zeneca Pharmaceuticals, showed that so-called face time could be as little as six seconds when dealing with extremely busy people such as physicians.

No wonder one strength of successful salespeople is making the most of time— their own and their prospects’.


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