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Fishing for Trouble

Try too hard to hook your customers, and you risk sending them reeling with anger.

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

I've written a number of columns about prospecting--about selling from the top down, about building relationships, about being creative, about being tenacious when the going gets tough. These are all important points--especially the one about being tenacious. But there's a fine line between being persistent and being obnoxious, and salespeople sometimes worry they're going too far and pushing themselves right out of the sale.

Here are some tips to help you persist without annoying prospects:

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