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The percentage of people who use you for free consulting isn't worth worrying about. It's something to watch for, but if it seems they're looking for free advice, determine their motive.
Most salespeople won't go on one-leggers, but I'll go to start a relationship. I want them to feel comfortable.
What I learned: I realized I needed to talk to people and get reinforcement that the slump wouldn't last. Guy Marzano is a new sales rep with Case Handyman Services of Golden Valley, Minn. We'll recap his experiences over the coming issues.