Conversations That Sell

CHAPTER 3

Systematized Success: Make Every Conversation Count

“Unless you try to do something beyond what you have already mastered, you will never grow.”

—RALPH WALDO EMERSON

Have you ever thought about the number of systems that are part of your day? Our nervous and digestive systems tend to our bodies. Man-made electrical systems power our televisions and coffeemakers. Accounting, manufacturing, and customer relations management (CRM) systems streamline our jobs. We approach almost every task we complete, from tying our shoes to operating a computer, in a systematic way.

Identifying the system—the organized or established procedure, arrangement, or pattern that leads to any outcome—helps us understand how things do what they do—from the ...