Testing Your People Skills--DeWese

8. "It Took Weeks for the Bleeding to Stop"—No print buyer wants to hear about your surgery, some personal tragedy or even your most recent auto accident. Some salespeople, however, are compelled to tell these horror stories. How do you score?

9. "The Sentence Finisher"—This practice is just another form of interruption. Some buyers either need to pause and take a breath or they are thinking about the end of their sentence. Be polite enough to let them finish. Do you?