6
don’t argue—augment(STEP FIVE: DEALING WITH OBJECTIONS)
Tact is the art of making a point without making an enemy.
Thomas worked for the Austin branch of Colliers International, a global real estate firm. His bosses were about to let him go because his introverted nature simply didn’t produce sales results. Desperate for help, he got his boss to agree to hire me for an initial consultation to help him figure out how to be a successful salesperson despite—and I write that sarcastically—his introverted nature.
As it turned out, they hired me to train not only Thomas but the other two salespeople on his team as well. These coworkers were “naturals”—gift-of-the-gab, extroverted, hard-core salesmen. They saw every call, every ...
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