21TYPES OF CLIENTS

When I was growing up, one of the books I read over and over was The Adventures of Sherlock Holmes. Thanks to Arthur Conan Doyle’s master detective, I grew up with a vague picture of London as a city of gaslight and swirling fog, where mysterious figures slipped in and out of doorways, followed by a tall, gaunt figure clad in a voluminous cape and deerstalker hat, the stem of a curved pipe gripped between his teeth. During my teenage years and on into adulthood, I gradually read the entire Holmes canon: fifty-six short stories and four novels.

At various times, I’ve found myself returning to them, not only because I think they’re amazingly well written and exciting stories that still have the power to keep me engrossed, but ...

Get Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB) now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.