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Convey an image

Convey an image but let the prospect reveal it! [ap_column_wrap] [ap_column span="3"]We have said many times that a salesperson needs to talk not about 'what it is...' but '...what it does' in order to sell successfully and repeatedly; however, there is much, much more to this. For example: If working in a hi-fi store I could say: "These headphones will enable you to listen to your music w...
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Plato or Aristotle?

What do the Greek philosophers, Plato and Aristotle, have to do with selling? [caption id="attachment_105" align="aligncenter" width="236"] Plato[/caption] Take two opposing philosophical stances, Rhetoric and Dialectic (Emotion and Logic) both of which are valid ways to convey a principle or statement. Which is likely to receive greater acceptance from your prospect? As a sales professiona...
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