The Art of Networking, Prospecting, and Closing

Buying and selling is now regarded as something ordinary, like the art of reading and writing; everyone is now trained to it even when he is not a tradesman exercising himself daily in the art; precisely as formerly in the period of uncivilised humanity, everyone was a hunter and exercised himself day by day in the art of hunting.

—Friedrich Nietzsche, The Gay Science

All of us are familiar with the basics of buying and selling. Generally, we excel at the task of buying, and fear the task of selling. Though selling is “now regarded as something ordinary,” it is a highly misunderstood concept. Although you must engage in selling to sustain your independent practice, you need to ...

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