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Customers today don’t want to be sold. Instead, they need to be actively engaged in the process of buying. Goldilocks teaches us that the perfect solution to things in life, like a product pitch, should not be too long, not too short, but just right. That’s the “Goldilocks Effect” that all front line staff who meet visitors at a booth should adhere to rigorously. We’ll examine how to:
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| • | Understand what today’s customer is looking for
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| • | Differentiate expectations set by customer demographics
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| • | Develop a list of key selling advantages
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| • | Understand the essential components to an effective presentation
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