Sometimes sellers are just too darn smart or enthusiastic for their own good. I know it's difficult to imagine that your hard-earned expertise could possibly work against you, but let me assure you that it can easily happen. A few weeks ago I got a call from a man who read an article I wrote on value propositions. He felt that his salespeople really needed to learn more about this topic, so he was checking out my fees and availability for an upcoming sales meeting.

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