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Helen Robinson's Articles in Marketing

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Who’s the First Person to Greet Your Customer? Ralph Waldo Emerson said “Life is not so short but that there is always time enough for courtesy.” I spent an interesting hour at the dentist’s office yesterday and the time actually flew. I found it fascinating and almost entertaining watching the young woman at the front desk. I guess I’m accustomed to being greeted by a receptionist with a smile and an attitude that conveys ‘thanks for coming to see us, not them’. To the Salesmen Who Have Prejudged Me. . . . I Want You to Know the Costly Mistakes You Made Salespeople who prejudge prospects based on appearances, the car in the driveway or the home they live in are missing out on some of the best clients. Having experienced this personally, I hope the two salesmen who decided I couldn’t possibly be a buyer are reading this. They never knew how much they lost. Do You Dare Throw Away the Script and Start a Conversation! Stop the sales pitch and start talking and listening to your customer. “It’s an amazing feeling, says Helen Robinson, when you feel the rapport, that mutual trust you’re building with the customer.”

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