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The Introvert's Edge by Derek Lewis, Matthew Pollard

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5

don’t sell—tell(STEP FOUR: STORY-BASED SELLING)

We are, as a species, addicted to story. Even when the body goes to sleep, the mind stays up all night, telling itself stories.

JONATHAN GOTTSCHALL

Richard Hurley teaches piano to autistic children.

If that one sentence alone doesn’t tug at your heartstrings, you must be made of sterner stuff than I am. Once I met the man after an event I spoke at, I thought he immediately qualified for some kind of sainthood. What an incredible mission to commit your life to.

Unfortunately, no good deed goes unpunished. While Richard loved what he did personally, professionally the business was a challenge. In fact, he’d convinced himself that business was supposed to be a struggle—that what he faced was just ...

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