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Fishing for Trouble

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

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

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

Here are some tips to help you persist without annoyingprospects:

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