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On a final note, when it comes to going after a sale, Henry takes the old school approach.
"Today's computerized rush may be it, but there simply is no replacement for the personal side of selling," Henry declared. "After a sales call, send a letter (an actual letter, hand written and mailed first class) to each person [who] attended the meeting. Thank them for their time and let them know what your next steps are. Make sure to get to know your customer—their birthday, anniversary, wife's and kids' names, etc. If their company allows gifts, find out what they like to drink, smoke, collect, etc. and build that into your budget."
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Melissa Busch
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