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Bridging The Gaps

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

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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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