CHAPTER FOUR

Meet the Charmer

The acid test of anyone’s professional reputation is often what others say about them behind their backs. “I don’t know how he (or she) does it!” is a refrain we often hear when people are describing a Charmer. Whether they have managed to land a client no one else in the firm could close, come from behind to get a coveted promotion, or even get their start-up company on the radar screen of big investors, an aura of intimidating mystery surrounds Charmers. It’s not just how often they win the game that fascinates us, it’s that they have an uncanny ability to redefine the rules of the game to suit themselves that leaves other types on the grid shaking their heads in wonder.

Because the emotional intensity that Charmers ...

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