Featured Contributor and Matthew Pollard’s Story Showcased
Published August 2014
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The novice salesperson tries to sell their products and services by explaining all the features to their prospect. They tend to do this by reading the brochure and then asking in an untactful manner something like, “Do you think that would work for you?” and then hoping for the best. It’s no wonder that they stumble from rejection to rejection. After all, doing this reduces them to nothing more than a talking brochure.