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Good post Skip! I am constantly amazed how many salespeople think they need to present ALL the technical information about their product/service. In most cases, I suspect that they want to show their customer how knowledgeable they are. However, they could do this more effectively by simply demonstrating how the customer will benefit. Less is more. Cheers! Kelley Robertson
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Good post Skip. I would also contend that using the appropriate amount of enthusiasm for the situation, not just the person you're selling to, is critical. I recall a conversation with a new prospect and I overreacted (in a positive manner) to a statement he made. His eyebrows lifted and he looked at me with a curious expression on his face. The conversation didn't last long after that. Cheers! Kelley
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Jan 21, 2010