Introduction
We perform at our highest level when we serve others. We perform at our lowest level when we serve only ourselves.
The scene: the climax of your sales presentation.
You prepare to ask boldly and confidently for the sale, fully expecting a yes. You’ve already calculated your commission. OK, fine—you’ve already spent the commission. You deliver the world’s most perfect close. Zig Ziglar himself would have been proud.
Then the unthinkable happens.
“No? What do you mean, no? You had a problem and I solved it. This is perfect for you. It’s everything any customer would ever want, and at great terms. And now you want to ‘think about it’? Think about what? I just gave you the best pitch I’ve got!”
Arghhh!
At this point you think to yourself, ...
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