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Selling Is Dead

It's the end of salespeople as we know them. And according to sales trainer Landy Chase, that's just fine.

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This story appears in the April 2001 issue of HomeOfficeMag.com.

Just when you think you've got your selling techniques down cold, someone like Landy Chase has to come along and turn those techniques on their ear. That's a good thing, though, because the moment you get too comfortable with selling is probably the moment you'll start losing clients.

So in this month's "Sales & Marketing" column, we're hashing out some important sales basics with Chase, a national sales trainer specializing in training and speaking in the area of professional selling skills. As president of Charlotte, North Carolina-based Landy Chase Inc., a 7-year-old sales training company, and a former director of business development for Arthur Andersen & Co., Chase has given more than 1,000 presentations and worked in 60 different industries. Here, he breaks down his notion that selling as a profession died long ago.

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