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Sales is a huge part of what I do, and you are on the right track with your thought process...The fact that you care (your question shows that) and that you are aware of the potential impact is important...The ability to sell is not just in the speech, but the experience that you create for your customer.
I think you have to put yourself in their shoes, mindset, look at it from their vantage point etc...If a $1M company rep showed up to a meeting wearing a $50K flashy gold watch, I would certainly feel different than if a commercial banker showed up to discuss our debt wearing that same watch....
The same goes for your suit, tie, the car that you pull up with in their driveway, etc....It all matters...guys like us who do this for a living understand that and know when to turn it on and turn it off....
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