I'm no salesperson. In fact, I don't even play one on TV. I couldn't sell a dental plan to the NHL. Hell, I couldn't even sell an Oscar to Leo.
Anyway, it occurs to me after all these years that maybe what you do and what I do isn't all that different. Better late than never, right?
The way is I see it, everything starts with knowing your audience. You don't stroll into an McDonalds enrollment and talk to the line workers about C-suite packages. And you sure as hell don't try to push an HDHP to a Fortune 500 CEO. (I'd also avoid bringing up something like Lifelock with the folks over at Target. Or maybe you do, I don't know…)
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