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In September’s article, I challenged you to create 60 or so questions to use as basic preparation tools for beginning the sales process. We often see producers with full pipelines of useless prospects with a 75 percent failure rate. Why are these prospects in your pipeline? The answer: “Because my sales manager or agency owner is from the old school of activity-based selling, rather than the consultative selling approach. They scream and pound the desk and demand we keep our pipelines full.”

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