Pick yourself up, doormats

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In a recent post on her “Selling to Big Companies” blog, Jill Konrath advised salespeople who feel like they're being used, probably are. She said if a prospect is continually asking for samples but never ordering, a salesperson has to avoid acting like a “doormat.” Instead, Konrath recommends speaking up and saying something like this: “While I'd really love to do work with your company, it can't keep going like this. So what do you want to do? Should we get you going? If so, I'd recommend this ...” To read more of Konrath's advice, click here.
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