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The Introvert's Edge by Derek Lewis, Matthew Pollard

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11

mastery

All sales professionals in the top 10 percent use a planned presentation. The low money earners, those in the bottom 80 percent of salespeople, simply say whatever comes out of their mouths when they meet with customers.

—BRIAN TRACY, The Psychology of Selling

Those who can’t sell, teach.

At least, that’s how most salespeople view most sales trainers. So when Thomas’s boss brought me in to speak to him and the three-man Colliers sales team, it was no surprise that that’s exactly what I saw on their faces: no interest in hearing from yet another blowhard who’d turned to training after deciding he couldn’t handle the hard-core world of sales anymore.

To be polite, the bulldog on the team asked me how my Thanksgiving had gone the week ...

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