13STYLES OF COMMUNICATING
Recently I was talking to a colleague of mine, someone who’s spent almost as long as I have in the field of sales and sales training. Both of us, in other words, are seasoned professionals with a lot of experience under our belts. As a result, we have a good deal to talk about, and we’re rarely surprised by one another’s anecdotes.
On this occasion, though, I have to say that my friend told me a story that had me shaking my head in wonder.
He’d been working to sign a new client, a firm that makes some of the internal gadgets that are used in the pumps at service stations. The company was small, with about 100 employees, and it had been involved in this business for about 40 years. My colleague was pitching a training ...
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