So many falsehoods and misconceptions have perpetuated themselves through the sales industry over the last 40 – 50 years that it’s very difficult to know what is the best way to engage in the science (or art) of selling. This is especially true of the novice salesperson. Every day in the classified ads or on signs in store windows, there is a call for salespeople with the disclaimer – “No experience necessary”. Is this the sum total of selling in America? Do people in today’s sophisticated buying market still believe that no experience is needed in selling or that product knowledge equates to sales training? Unfortunately, the answer is a resounding YES!

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