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The Introvert's Edge by Derek Lewis, Matthew Pollard

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4

speak to the right person(STEP THREE: QUALIFICATION)

These aren’t the droids you’re looking for.

STAR WARS

I’d been in the news agency talking with her for almost an hour. She was excited, she saw the savings, and I could tell she was ready to sign. I was reaching for the paperwork when she said, “Okay, this all sounds great. The boss is in the back. Let me go get him.”

She walked down the hall and poked her head in an office. “Bill, are you interested in saving money on telecommunications?”

I heard a gruff, “No.”

“Alright.” She walked back up to the front and shrugged. “He’s not interested. I’m sorry.”

I’d successfully sold something to someone who couldn’t buy it.

Looking back, it’s painfully obvious, but I didn’t know it at the time: I ...

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