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How to Avoid Becoming Willy Loman

How to Avoid Becoming Willy Loman

When you're sitting with a buyer for the first time, picture yourself as the buyer's peer in a similar business, having a drink, discussing issues relevant and gaining agreement and an understanding of the other person's views. If you're thinking of your “pitch” or “deck” or “script,” then consider going into selling office equipment to HR people.

Written by

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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