Good article for any small business owner. I recently had a similar experience with a salesperson who dropped off a product sheet for a printer without even trying to determine my needs. They would have done much better by first educating me on how printers have changed and how a new one can save me money and time. Better yet, they should have tried to learn what special needs I have as the owner of a CPA firm and customized their pitch accordingly.
4 Strategies for Painless Sales
http://www.inc.com/rene-siegel/four-strategies-for-painless-sales.html
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