(From the Arizona Republic) Selling is not easy, even in the best of times. In a downturn, the

sales force still has to write orders just to keep the doors open.

Professionals have mastered skills that survive tough times. I've

learned many techniques over the years, none more important than

learning about your customer, for which I developed the Mackay 66 Custumer Profile.

You have to use your time wisely, use available technology tools and

software. You need to be creative, listen, work hard, have role models,

be a self-starter, set goals, plan, be passionate as well as personable

and persuasive, use proper body language and not procrastinate.

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