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No Guts, No Glory?

Selling audaciously is sometimes the best way to lure clients and investors to your business. But when do your words and promises cross the line?

By Miles Spencer

Opinions expressed by Entrepreneur contributors are their own.

Companies on the fast track often bend the rules withinvestors and clients to keep up their growth curve. In thefollowing excerpt from MoneyHunt: 27 New Rules for Creating andGrowing a Breakaway Business (HarperCollins), authors MilesSpencer and Cliff Ennico, co-hosts of MoneyHunt, a TV showfeaturing entrepreneurial success stories, tell the tale of oneentrepreneur's say-anything strategy that won over clients andinvestors.

Successful businesspeople are, first and foremost, salespeople.If you cannot sell, do not, we repeat, do not start your owncompany. We're all comfortable selling ourselves when we'recertain we can deliver all the things we promise. But what aboutthe times when we're not sure we can deliver? We've beentold since childhood it's not wise or ethical to promisesomething if you know there is a risk you'll break a promise.Sometimes, however, being a successful salesperson and getting thebig deal that makes or breaks your company requires that you doprecisely that. And that takes sheer audacity.

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