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Bridging The Gaps

Is your age keeping you from making the sale? Learn how to turn it to your advantage.

This story appears in the August 1998 issue of Entrepreneur. Subscribe »

It seems like only yesterday that I was younger than all my customers. I was always concerned that my baby-face would cause those customers to choose an older and wiser salesperson--and sometimes they did. But over time, I began to understand what makes a great salesperson; this insight allowed me to develop a wonderful sales script for prospects who objected to my youth or lack of experience.

"Yes, it's true," I would say. "I may not have the years of experience that some of my competitors have, but I know one fact for sure: I understand the secret to pleasing a customer. It's delivering first-class service. Many salespeople, no matter how long they're in business, never grasp that truth. Service, not age, separates the great from the mediocre."

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