Engage, Don't Sell at Book Signings

I'm new as an author, so I'm reluctant to give advice. I am not new, however, in professional selling. My entire career in corporations, like Xerox, involved responsibilities with customers, both as a salesman and as an executive. For the last 20 years I have offered consulting advice to large and small corporations in their sales management practices through Prodyne, Inc., a consulting firm I founded in 1991. The following observations and suggestions are rooted in that experience.

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