Successful Selling

Forget about the genius who can sell a refrigerator to Eskimos. (It's quite easy actually. They use refrigerators to keep food warm.) Selling software isn't an act of mesmerism. It is the art of the possible. The only product your salesmen will sell is a product that can sell itself. Good salespeople simply accelerate the process.

At a throwaway price, a product has no option but to sell itself. At a steeper price, software needs a helping hand. Once software retails for more than the price of a laptop, you're in the business of wooing.

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