Selling practice · Article · Capture 2017

Sell your expertise and not your knowledge

From The Accidental Salesman’s historic collection. The original source is preserved in the Internet Archive; the practice notes below are contemporary editorial guidance, not a reproduction of the original.

HTTP 200 recorded in the archive index; current playback has not been confirmed. Capture dates are not publication dates.

Editorial practice note

A question worth asking

What part of your selling practice is worth testing, and what result would make the test useful?

A small experiment

Choose one repeatable action for the week, record your starting point and review the outcome before changing another variable.

Treat this as a test, not a proven result. Note the context, what you changed and what happened.

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