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Don't Be Silly!

Quit wasting time jumping around to close a deal. You have to learn the art of selling smart.

This story appears in the November 2002 issue of Entrepreneur. Subscribe »

When you talk about selling smarter, people always think (or wish) you're going to explain how they can work less and get the same result. But that's not what selling smarter means. It means getting from point A to point B without wasting your time--or your customers' time. There are many ways entrepreneurs sabotage their own efficiency. Here are three of the biggest time-wasters to steer clear of:

1. Dealing with people who can't make the buying decision. All too often, we try making our pitch to anybody who'll listen-without finding out if we're speaking to the right person.

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