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The Impact Code by Simon Tyler

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17. IMPRESSING IMPRESSIONS

“Early impressions are hard to eradicate from the mind. When once wool has been dyed purple, who can restore it to its previous whiteness?” - Saint Jérôme (see Further Reading, page 140).

Picture the scene: Rachel arrives late for a meeting (it might be a client debrief or a first pitch). She is short-of-breath, over-heated, and shakes hands with sweaty palms. Her client is immediately thinking about the wrong things. He is preoccupied with how much time he has wasted waiting for her, rather than with the insightful report or pitching document she has written; he is thinking more about her clammy handshake and crumpled ...

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