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There’s a shift taking place in field service.  Trades companies are moving from quoting and estimating - to formal sales processes.  Ross van Dijk, Territory Account Manager at Fortinet joins us to discuss his tried and true sales techniques, his humble beginnings selling CDs at the Choir Olympics, and how to avoid “commission breath”.

In this episode we’ll cover:

• “Be brief, be brilliant, be gone.”
• Establishing trust and respect with potential customers that build last relationships.
• The benefits of “upselling” for the company and customer.
• The importance of repeatable processes.
• and much more!

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