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Use Your Head

It's not enough just to sell anymore. Now every potential client is looking for a few creative ideas to go with your sales pitch.

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This story appears in the September 2000 issue of Entrepreneur. Subscribe »

Most of us don't associate the word "creative" with "selling." For some, "creative" conjures up images of starving artists dressed in black, "trying to make a statement" with paint and old auto parts. "Creative" people wear berets and read The Village Voice. Salespeople wear ties and read The Wall Street Journal.

At least those are the popular stereotypes. But don't salespeople create things, too-like opportunity? Don't salespeople create demand for products and services? Customer satisfaction? Wealth?

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