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trying to sell to just any old prospect, they would probably do a
poor job and not sell anything. He learned he had to get them
focused on their best sales opportunities. Each Monday morn-
ing, he required his salespeople to complete a new Top 10 list
for action that week. He also required them to write alongside
each of those 10 the action or activities they were going to take
that week to try to turn that prospect into a customer. By hav-
ing them focused, and having a copy of their Top 10 action
plan, it kept them on target to go after their best prospects.

Epilogue
Confucius once said “A man who chases two rabbits
catches none.” Be focused and know exactly what you are
trying to catch.

65

Keeping Top-of -Mind-Awareness

What do other people think of you? At age 20, you worry
about what everybody’s thinking of you. At age 40, you don’t
care what people are thinking about you. And when you get to
age 60, you find out they weren’t thinking of you in the first
place.

The goal with all your prospects is to keep T-O-M-A, which
means Top-of-Mind-Awareness. One sign in a store said “We
wouldn’t worry about what people think of us if we realized
how seldom they do.” Keeping top-of-mind-awareness is an
awesome task, but it can be accomplished. For example, on

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