CHAPTER 12

Making Persuasive Sales Presentations

Nothing happens until somebody sells something.

—RED MOTLEY

Everyone is in the business of selling. The only question is, how good are you at it? Most people are terrified of selling because of the high potential for rejection and failure involved with trying to get someone to buy something. As a result, the very thought of being “in sales” is traumatic for most people.

As I mentioned in Chapter 3, people fear failure and rejection. Because these fears can sometimes loom so largely in our thoughts and feelings, we actually structure much of our lives to avoid being put in situations where failure or rejection is possible.

People choose relationships where there is a high level of acceptance. People ...

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