EIGHTEEN things to avoid when making sales calls

Published Thursday, October 01, 1998

When I was young and just starting a sales career, my sales manager offered some final instructions before I went out into the field for the first time, and they are still clear in my mind. "Any last thoughts on what you want me to do?" I eagerly asked. "No, but maybe I'd better tell what you never do if you want to stay employed as a salesperson," he responded. He proceeded to give me a list of 15 different things to avoid doing at all costs, to which I have added three things of my own. His ...

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