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Mastering B2B Sales: Bruce Milam Jr. on the 40-20-40 Rule and the Power of Preparation, Service, and Authenticity
Manage episode 467763576 series 3647977
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Bruce Milam Jr. discusses the importance of sales, particularly in business-to-business (B2B) transactions. He introduces the 40-20-40 rule: 40% pre-sale preparation, 20% actual sale, and 40% post-sale service. Emphasizing the significance of mentality, he advises visualization, affirmation, and self-motivation. Preparation includes gathering materials, looking good, and being confident. He stresses the value of samples and gifts to build trust and close deals. Post-sale, excellent customer service is crucial for repeat business and upselling. Milam highlights the importance of being authentic, understanding customer needs, and providing a positive customer experience to ensure long-term success.
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