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1. ESTABLISH EMPATHY
Goal: l Address your customers’ problem areas.
As a salesperson, your primary duty is to understand your customers and speak directly to their core concerns. In other words, do your homework. According to Rosalie Marcus, The Promo Biz Coach (www.promobizcoach.com), the Internet is a great place to start.
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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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