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Supremely Successful Selling: Discovering the Magic Ingredient by Jerold Panas

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Chapter 29

Here's the Magic

“WHERE AM I?”

“In the hall.”

“Where do I want to be?”

“In that man's office.”

“What will happen if I go inside?”

“The worst is I'd be thrown back out in the hall.”

“Well, that's where I am now, so what have I got to lose?”

Have you ever had that conversation with yourself? I have. I know what it's like to have the dreaded disease—doorknob phobia.

The first few calls I made were horrifying. It was like opening a vein. That's because I had no idea what to do. I strutted through the first part of the presentation and staggered through the last.

I made plenty of mistakes. I could identify with A. A. Milne's Winnie the Pooh. He wrote: “Here is Edward Bear, coming downstairs now, bump, bump, bump, on the back of his head. It is as far as he knows, the only way of coming downstairs, but sometimes he feels there really is another way, if he could stop bumping for a moment and think of it.”

You will likely make some mistakes, also. Just like Edward Bear, look for another way.

You may try and fail, but don't fail to try. If you conquer doubt and fear, you conquer failure.

As Sir Edmund Hillary said, when he conquered Mount Everest, “You never conquer the mountain. You only conquer yourself.”

I've learned that it's more an art than a science, but a glorious combination of both. There are different ways to make the sale.

Let me tell you about a newly hired traveling salesman. He wrote his first sales report to the home office. It was shocking. It was obvious that ...

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