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Aftermarket

The end of mass

By Tim Calhoun

Mass — we have been chasing it, advertising to it, selling towards it and building our businesses and brands to address it for decades. Unfortunately mass is dissipating, quickly being replaced ...

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Overcoming objections

By Napoleon Tetreault

Just as important to listening to the customer when asking qualifying questions, we need to listen to our customers at the close. Last year we talked about asking our customers ...

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Spring break 2017

By Napoleon Tetreault

Take a break from your day and make sure that you are ready for spring as we start the 2017 selling season. I didn’t get much out of literature class ...

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Impatience is a virtue

By Napoleon Tetreault

So it’s the week before Christmas and like everyone else who celebrates the holiday, or who’s performance is measured on a year-to-year basis, I am scrambling to get things done. ...

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