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Fred Mady shares some incredible thought about how to become a great rep if you are new. Here are the key takeaways:

1. Set time management goals and ensure your personal and professional goals are in alignment. Know your priorities, plan your work and then keep 1st things 1st.
2. Face time with decision makers. If you want to sell something you need to spend time in front of the person who can make that decision.
3. Spend time planning how to get in front of the decision maker. The time not in front of the buyer should be spent trying to figure out how to get in front of that individual or group.

Features - Something unique that what you are selling has.
Benefit - An experience or feeling that comes from a feature.
Features are cool to discuss but the sale comes from highlighting the benefits. To know benefits, you need to know your buyer.

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Scott@TheSellingPodcast.com

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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