Fortune magazine: Scott Olster on what he learned in an early job at Radio Shack. An excerpt:
As a rookie salesman just starting to know my way around the cordless phones and coaxial cables, I was awash with new information. And I just assumed that customers would want to know what I knew too. So when I would pitch a curious browser, I would give them all the details I had in my arsenal. By the time I was finished describing all the features of an answering machine or the difference between a 900 Mhz and 2.4 Ghz phone, all I would get in return was a polite, bewildered smile and no sale.
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