Understanding Client Communication 101 by ProQuest

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Lenann McGookey Gardner, a former leading sales representative at Xerox Corp. and the author of "Got Sales?" urges printers to "remove pain" from clients' lives. "The best cues make you aware that there's pain somewhere in the prospect's life," noted Gardner. "A prospect is most likely to complain about their business in a one-on-one meeting. When you hear it, take time to learn more about what underlies the frustration, then offer your services."

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