HUNT VALLEY, Md. ( TheStreet) -- It was 1979 and I was a rookie salesman for Investor Diversified Services, now known as Ameriprise ( AMP). The sales manager of our office in Annapolis, Md., was Jeff Jefferson (not his actual name, and you will see why). Jeff was the quintessential financial services salesman.He wore very specific suits and drove very specific cars to make people see him as successful. He lived in the right places and knew the right people to make him seem wealthy and instill confidence in people to take his advice if they wanted to be like him. He also shook hands with people at a very specific height (at heart level) and he wore a tie clip that had the number 5,698 on it (I honestly cannot remember the exact number, but this gets to the point).
|Sometimes the hard sell benefits the sales representative as much or more than the buyer -- a truism in financial services as well as other fields.|
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