EPILOGUE
EVEN WITH ICE POPS
Back when I was in grade school, I sold ice pops at Compo Beach in Westport so I’d have some spending money. I had a homemade sign trumpeting, “Homemade Delicious Frozen Ice Pops.” I didn’t have any sales process in mind, of course, but when I look back, I realize I was already unwittingly practicing some of the fundamentals of selling.
Already, I sensed the need for making the connection with customers in an inviting way. I always smiled and gave a friendly wave to get walkers and drivers to stop and buy a treat from me. When they did, I had a cordial greeting ready: “Hi, I’m Jackie Mitchell. And these are very special ice pops, homemade by my mom and me.
I was decoding the mission: asking customers, “Which color ...
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