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Your goal as a salesman should be to discover as much about the chance as it is possible to while talking as low as you would. When I was in high school a successful local business man in Panama City, Florida, Tommy Thomas, gives every graduating senior a copy of the book How to get Control of your time and Your. He said that the # 1 reason he did this was because produced clearly communicated the message, "The one that asks the questions is under control." Most salespeople suffer from outdated school mentality that sales is "show up and throw rising." Provide people with so much information they must buy. Invest time understanding your potential client.
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