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20 Influence, Motivation and Zero-Pressure Persuasion

People are silently begging to be led.

Jay Abraham Consultant, author

‘Put up your hand if you don't like selling…’

Whenever I ask this question, the majority of the audience raise their hands. Even when I'm working with the members of a sales team, it's surprising how many of them have an aversion to this crucial element of professional life. When I investigate, I inevitably discover that their experience of selling (or being sold to) involves some form of creepiness, manipulation or pressure. In a nutshell, they feel bad about it. So bad, in fact, that it gets obscured with euphemisms for selling and for the people who do it (e.g. client engagement specialist, business development manager, ...

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