CHAPTER 1

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“I CAN’T BE THERE”: THE NEW WAY TO SELL YOUR PRODUCTS AND SERVICES

Is it better to sell face-to-face? Absolutely. Whether your customer is an individual, a committee, or a group of decision makers, there is no better replacement for showing up in person and meeting face-to-face. When you are physically present with your customers, you can observe body language, listen to subtle verbal clues, and watch facial expressions that allow you to quickly change course during a conversation.

When you aren’t in the same room, the cards are stacked against you, especially if you haven’t established credibility or a trusting relationship with the ...

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