It’s 9:00 am, and George is ready to make his presentation to a potential client. He enters the room and shakes hands with everyone. They appear friendly but are holding back their feelings so as not to tip their hand as to who they might pick for the project. George begins. Before coming here, George had practiced—at least he thought he did. On the train, he gathered his thoughts—tried to think about how he would do it when he was in front of the client. He looked good in his mind.
As George proceeded with his presentation, he suddenly got the feeling that it wasn’t going well. He was telling them how excited he was and how gratified he felt to make the list of companies they wanted to see. But now he felt ...
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