"Paul is a very passionate salesperson," Virginie introduced me to Karen and Anthony Jepson. "We noticed the passion he has for the job and his product," Anthony replied. "Unlike most other salespeople who would just show us and ramble about the rooms, meeting facilities, etc. After all, a room is a room is a room."
If we try to sell something we don't believe in, people have a good reason to suspect a scam. We must believe that we are performing a valuable public service and meeting genuine human needs.
The 1st time we talk with a particular buyer, we're the remotest strangers. As a stranger, our ethics are in question. Never, ever, do anything to cast doubts on your honesty or fairness. For that reason, never "wing it" in response to a question. A better approach is "I don't knw the answer, but I will find out and get back to you."
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