Water Conditioning & Purification Magazine

I Became a Water Salesman When Life Threw Me a Curve

By Gary Coon As a child, I never imagined I would ever earn a living as a salesman. As a young boy, all I ever wanted to become was a commercial pilot. My father bought […]

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You Can’t Get There From Here: The Importance of Goals...

By Gary Coon There are old pilots, and there are bold pilots, but there are no old, bold pilots.” And flying without a flight plan can land you in the wrong fraternity (pun intended). This […]

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Closing on the Final Objection

By Gary Coon A methodology This methodology will enable you to close on the final objection. I define the final objection as the root cause of a customer’s concern. Because objections can lie within objections, […]

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The Art of Persuasion

By Gary Coon If you are going to achieve any level of success in selling, it’s important to understand the difference between being convincing and being persuasive. When you convince somebody of something, you need […]

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Selling in a Deleveraging Economy

By Gary Coon As I pen this article, US government deficits are running 10 percent of GDP, and our national debt and GDP are neck and neck at about $15 trillion (USD). Loose monetary policy […]

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When Squeaky Isn’t Clean

By Gary Coon You’re watching television in the 1960s. A commercial pops up with a man selling dishwashing liquid. He draws his fingers along the surface of a newly washed dinner plate, and as he […]

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Bigger Profits, Fewer Cancellations– Bye-Bye Large Retaile...

By Gary Coon Sound like a tall order? It isn’t. It’s all about selling the right product at the right price. This is more easily accomplished by providing the proper incentives and employing the right […]

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How Sharp Is Your Axe— And How Good Is Your Swing?

By Gary Coon If you have been in the world of selling for more than a month, you’ve probably been lectured on the importance of staying on top of your game. As a newcomer to […]

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Whose Customers Are They Really? (And other lessons learned)

By Gary Coon I’ve had the pleasure of working with highly successful business people most of my adult life. I’ve also had the good fortune of exchanging ideas with many talented sales people both in […]

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