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DSR Dave, and guest host, DSR Joe, discuss with Marlot how she prospects for new accounts now, and how she prospected when she first started. Pace talks about how she teaches greenhorns to prospect. She reminds us all of how important follow up is, and doing what you say you’re going to do.
Marlot explains why she always answers her phone, and why she’s glad a customer called her versus calling her competitor. Recently, she picked up a big chunk of business because she answered her phone on a Saturday and her competitor didn’t!!!
They have a great discussion about managing her A/R, and doing a bank draft/ACH is not always the best option. Marlot also explains why selling on the inside is so important.