11 
Delivering the Message
Essential Skills for the Expansion Seller
Have you ever ordered something online, only to have the box arrive at your home dented and torn? You nervously peel back the tape and peek inside, hoping your item hasn’t been damaged. And if it is, even if the manufacturer sends a replacement, all the initial excitement and enthusiasm around your initial purchase has dissipated. The entire experience falls flat.
The same concept applies to your customer conversations. You can construct a scientifically sound, persuasive ...
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