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Perception matters, whether selling candy or compressors.

Publication: Snips
Publication Date: 01-JAN-08 		Format: Online
Delivery: Immediate Online Access
Full Article Title: Perception matters, whether selling candy or compressors.(sales & marketing)

Article Excerpt
The following is taken from Bob Janet's book, Bad Business Assumptions That Cost You Sales and Profits.

[ILLUSTRATION OMITTED]

I was doing a five-day sales training program for a company located in a very small town in South Carolina.

It was one of those quaint towns with a population of just over 10,000, one road that ran through the town with only a half-dozen traffic lights. I was staying at the only hotel in the town.

Each evening, as I had my dinner on a very lovely deck attached to the side of the hotel and facing the main shopping area, I watched a dozen or so children ranging in age from 6 to 12 years old ride their bikes into town and go into a candy store on the right side of the street. There was also a candy store on the left side, but they never went...

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