Final Fans

If you have a million dollar contract with General Motors, you probably expect them to be high-maintenance. However, a $999 software application where your profit is less than $200, should engender a different expectation on your part. You don’t want this customer demanding the royal treatment or taking up inordinate amounts of your time—unless they pay for additional service. If you encounter a small business prospect who asks way too many questions and spends way too much of your time on a relatively small purchase, you should probably disqualify him.

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