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While it’s tempting to accept new business so that sales revenue number can be achieved, especially when times are tough, sometimes walking away from business will actually improve sales and profitability.

Be prepared to walk away if the new business does not meet your minimum profit and margin expectations or your costs required to complete the sale exceed your maximum expectations. Also stay out of it if you are asked to provide over 10% discounts, free services/products before the sale is done or any unreasonable demand. Unfamiliar territories are better left alone too. Remember not to waste your time and resources on non-profitable business.

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