Who says sellers should have to wait until the last few days of the year to "eek out" their annual sales objectives?

What if you could reach your quota by the end of August, leaving plenty of time to then exceed expectations — even break the bank in terms of receiving larger bonuses and fatter commission checks? Who likes spending the holiday season chasing last-minute deals anyway?

Sound enticing? It's not only possible to overshoot your 2017 sales goals, it is well within your control. And here's why the approach you take to dealing with customers will likely have a greater impact on your success than any other external factors in your business.

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