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Taking the Medicine

Taking the Medicine

My German Shepherd can eat a mouthful of food but still spit out the tiny medical pill we embedded. Don't try to overwhelm a prospect with sound and lights, technology, credentials, and other ephemera. Without the perception of clear benefit and worth, the buyer will still spit you out.

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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