The Art of Leading Customers Where You Want Them to Go
by Mike Daly

I have enjoyed getting email comments from many of you, along with several requests for assistance with certain sales situations.

Several themes in these emails have had to do with challenges obtaining appointments with qualified customers or customers’ not responding to offers that have been made. So, it occurred to me that this next column should focus on how to get people to respond and go in the direction you want them to (with finesse, like leading a horse down a path).

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