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Trading Spaces

When was the last time you sold from the customer's point of view?

By Barry Farber Originally published Nov 1, 2003

Opinions expressed by Entrepreneur contributors are their own.

For years, I've interviewed my customers' customers tofind out what they like and dislike about my customers' salesteams. After all, no one can tell you how to sell better than yourcustomers. Based on that feedback, here are five universal factorsfor selling success:

1. Knowledge: Customersexpect you to have broad knowledge about how your product is madeand used or how your service is applied; about your company, itsbackground and its selling policies; and about your industry as awhole.

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