February 2011
Intermediate to advanced
272 pages
4h 3m
English
Content preview from Selling to The New EliteBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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CHAPTER FIVETheory into Practice: Thirteen Expressions of Passion in Selling
“An ounce of action is worth a ton of theory.”
—RALPH WALDO EMERSON
“In theory there is no difference betweentheory and practice. In practice there is.”
—YOGI BERRA
AS MENTIONED IN CHAPTER 1, the most successful interactions between salespeople and their affluent prospects bring all three passions together:
• A salesperson with a sincere love for what he or she does
• A prospect who is pursuing a sincere interest
• A product with transcendent properties
Two people arrive, of their own free will, in an environment of their mutual choosing. The shared interests are apparent. Rapport is established quickly and easily. The meeting of minds in terms of needs and wants ...
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