Individual Personality Based Coaching
for Each Essential Sales Event

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Event One: Connect-Prepare; Approach; Engage The Direct Person: Direct employees typically get right to the point, get the job done, and move on to the next customer. Encourage your direct employee to think in terms of making a friend of the customer. Explain that making friendly conversation is not a waste of time; it’s part of the job. Help him to understand that without this important “getting to know” the customer conversation, it will be next to impossible to learn the customer’s needs.

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