Next on Best Seller's List --DeWese

Unfortunately, many salespeople never practice asking for the order or making the first few remarks they must make to a prospect. They don't rehearse a few indirect questions they should use to cause the customer to open up about his or her printing needs. Customer conversations should be extemporaneous, but practiced. This will make them as relaxed and effortless as my smooth reverse into a tight spot with my new Cadillac about six inches from the curb.