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Cintas
Mason, Ohio
www.cintas.com
Principal: Scott Farmer, CEO Questions answered by Dan Barr, vice president, promotional
products (pictured)
PM: What's one of your best sales or management memories, and what did you learn from the experience?
Dan Barr: I once had a sales rep who thought he knew everything. He was successful in spite of his penchant for talking too much about the things he wanted to say. I finally convinced him to use a concise "elevator speech" instead of rambling on and to use some specific probing questions. He called me after using this new approach for a few days to say this was like magic and apologized for having wasted so much time with his old approach.
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Michael Cornnell
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