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Designing the Conversation: Techniques for Successful Facilitation by Dan Willis, Brad Nunnally, Russ Unger

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Chapter 13. Sales Calls

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Nobody likes to be sold, but everybody likes to buy.

— Jeffrey Gitomer

You probably do not sell used cars. You may or may not consider yourself a salesperson, but if you have clients, or want them, then you’re involved in the sales process. And whatever your role in that process, you’d probably bristle at any association between what you do and the work of salesmen as portrayed in fiction over the last couple of centuries.

Folk stories of unscrupulous peddlers in New England are as old as the United States. In the nineteenth century, traveling snake oil salesmen showed up in Mark Twain’s writing. When playwright Arthur ...

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