Afterword

Throughout this book, I hope I have provided you with countless opportunities for contemplation, decisions, and action steps. Now it is time for you to do something with all that. The best ideas in the world are useless without implementation.

From time to time, I have the privilege of hearing from sales professionals who tell me how my presentations and instruction have had a profound effect on their careers, and even on their lives. I truly appreciate hearing this. But I also realize that the real praise has to be reflected right back on those very same salespeople. My message goes out to thousands of sales professionals every year. The ultimate success does not come from the message; it comes from the application.

So it is with this ...

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