Introduction -- Rule 1 : Know your products -- Rule 2 : Never bad-mouth competition -- Rule 3 : Understand revenue and profit targets -- Rule 4 : Know contract details -- Rule 5 : Take advantage of being the new guy -- Rule 6 : Know your client's objectives -- Rule 7 : Read the annual report -- Rule 8 : Establish key performance indicators -- Rule 9 : Offer a total solution -- Rule 10 : Be a client advocate -- Rule 11 : Deliver on your promise -- Rule 12 : Build relationships everywhere -- Rule 13 : Win over Frosty -- Rule 14 : Be Switzerland -- Rule 15 : Entertain clients -- Rule 16 : Work on-site -- Rule 17 : Go coach class -- Rule 18 : Get invited to meetings -- Rule 19 : Practice presentations -- Rule 20 : Communicate -- Rule 21 : Call with "no news" -- Rule 22 : Answer your phone -- Rule 23 : Give out your phone number -- Rule 24 : Stick to your allotted time -- Rule 25 : Respect your client -- Rule 26 : You can't win a fight with your client -- Rule 27 : Accept criticism -- Rule 28 : Speak the truth -- Rule 29 : Make the best out of bad situations -- Rule 30 : Never give up your company -- Rule 31 : Don't embarrass the client -- Rule 32 : Respect confidentiality -- Rule 33 : Learn whom you can trust -- Rule 34 : Educate your owner -- Rule 35 : Never say no -- Rule 36 : Find ways to make their lives easier -- Rule 37 : Make recommendations -- Rule 38 : Empower clients with self-sufficiency -- Rule 39 : Do the unexpected -- Rule 40 : Don't be afraid to sell -- Rule 41 : Learn from those who are doing it well -- Rule 42 : Know other key suppliers -- Rule 43 : Get sticky -- Rule 44 : Collect advanced intelligence -- Rule 45 : Ask for help when you need it -- Rule 46 : Roll up your sleeves -- Rule 47 : Showcase success -- Rule 48 : Keep the internal team updated -- Rule 49 : Go home when the job is done -- Rule 50 : Exude quiet confidence.
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