I learnt that courage was not the absence of fear, but the triumph over it.
Could you get turned down dozens of times every day, week after week after week, year after year?
I couldn’t. In fact, when I was at university and needed a temporary job, I tried my hand at telephone sales.
I lasted one day.
But that’s the reality of life for most salespeople. And that’s why it takes bundles of confidence to approach dozens or maybe even hundreds of people every single day and get knocked back by most of them.
Permit me to introduce you to a dogged sales manager I’ll call Julia Kryger. I clearly remember the first time we met because I wondered if she might be trouble. I was ...