In the next several columns I will be putting on my benefit sales trainer hat, with a series of columns called, "If you want to sell, do this." These will be detailed selling techniques that producers in my firm's FutureOffice Network use every day with great success.

These techniques will work for you if you deploy them as described. Do not deviate from these "magical formulas" - they work! Study them carefully and then try them out. You will generate more business and create raving fans among your customers - customers who will want to work with you for a long time.

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