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The Triangle Offense

Building your own sales pyramid-one step at a time

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This story appears in the August 2000 issue of Entrepreneur. Subscribe »

All salespeople recognize this one simple truth: Most of the business we do is based on the relationships we have with our customers. It stands to reason, then, that your best customers will be those with whom you have the best relationships. But how do you build those "best" relationships?

You need to construct a foundation step by step. Each step leads to the next level, and the next, and the next. In fact, there are four levels that make up the sales-success pyramid:

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