Chapter 13. SWIM AGAINST THE TIDE

 

"Nothing in the world can take the place of Persistence. Talent will not; nothing is more common than an unsuccessful man with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."

 
 --CALVIN COOLIDGE, 30th US PRESIDENT (1872–1933)

Research into sales has shown that 73 per cent of customers say "no" five times before they say "yes". Further studies demonstrate that only 8 per cent of salespeople ever go past being told "no" five times or more. Do the sums. This means that 8 per cent of people are getting 73 per cent of the business, so no wonder they go on to become the most successful people ...

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