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– Gregg Emmer, vice president, chief marketing officer, Kaeser & Blair Inc., Batavia, Ohio
"With more than 40 years of sales experience, I recommend opening the door by focusing on listening. Novice salespeople struggle to keep silent. When given good open-ended questions, a prospect will reveal most of what you need to know about how your product and service solutions might fit.
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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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