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  • Don"€™t Overdo It!
    By: Colleen Francis | -
    Avoid the trap of overselling
    Its every salespersons nightmare: the sale that unravels just before the deal has been closed. It happens more often than it should, and overselling is quite often the cause. As sales professionals, its important to recognize that this is a trap that we all can inadvertently set for ourselves. With a little forethought, however, we can learn to avoid making this costly mistake.

    Overselling happens when we promise a customer ...
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