Throw out brochures and anything else that looks like a sales tool. Don't sell customers on product benefits, and skip the pre-sale interview. It's a waste of time. If you upsell customers, you create sales resistance. But if customers are in control, they buy more. Customers will choose more products than you could ever upsell them. This is the gospel according to George Angus, a Scottsdale, Ariz., finance and insurance trainer who has been defying convention since he launched his training career in 1994.
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