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Services Selling: 'I Didn't Raise You to Be a Salesman!'

By Mike Schultz, Publisher, and John Doerr, Contributing Editor

"Mamas, don't let your babies grow up to be salesboys
Don't let 'em sell siding or drive them big trucks
Have 'em be consultants and accountants and such.
Mamas, don't let your babies grow up to be salesboys
'Cause they'll never stay home or they're on their cell phone
Even with family around."

With all due apologies to Willie Nelson, I am sure this was the sentiment of most of our parents. Yes, be a lawyer or accountant or even (heaven forbid) a consultant, but please don't ever come home and declare, "Mom, I found my calling. I am going to be a salesperson!"

Why all the disdain from those of us selling professional services? With most services firms we work with, this is what we hear:

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