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Sales Speak: Relationship Building: Systemizing Prospect Engagement

Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. When relationships fail to progress, it is most often due to a lack of follow-up.

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A prospect has been identified and qualified. Now what? Building rapport with prospective or existing clients and referral sources requires intentional ongoing communication and patience. Relationship building with qualified targets is the longest stage of a sales cycle, sometimes taking up to two or three years to see results. When relationships fail to progress, it is most often due to a lack of follow-up.

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