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"At first, an offensive strategy (i.e., 'Here is what I have and how I can help') may seem appropriate," he said. "However, taking time to understand your prospect will likely uncover hidden needs that would likely remain a mystery with a 'throw-mud-at-the-wall-and-hope-something-sticks' approach." Based on O'Brien's experience, customers are more inclined to work with a "supportive, collaborative and interested problem-solving partner."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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