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Salespeople must be self-starters: competition is tougher, producing targeted, effective advertising is more challenging, and customers are jaded. The only way to break through is by having motivated, creative salespeople.

Article Excerpt
A few weeks ago 1 was invited to speak to members of a local Piano Tuner's Guild group. The topic was one I've been doing for years: "How To Find Customers Your Competition Doesn't Know Exist." When I asked the group how many of them needed more customers, only two people raised their hands. So I asked them if this was the case, why was I there? I figured I would just pick up a check and leave, but they were very nice, asked a lot of interesting questions, and told me that things were slowing down a little and they just wanted to be prepared.

The highlight of the program for me was receiving a book from one of the attendees, Richard Friedman from Dryden, New York. He had found the book A Practical Retail Selling Manual on eBay. It was from the now-defunct Aeolian Company and was probably written in...

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