CHAPTER 4

You’re Not a Robot— Intellect and Emotions

Overview

Intellect and emotion are what makes us uniquely human. Our humanity encourages momentum or takes it away. In this chapter, we cover ideas around keeping emotions in control and how to use intellect to our advantage in “respecting the streak.”

It’s time for the next segment of the wheel, our Humanity Elements, Figure 4.1. The two areas we’re going to get into are Emotions and Intellect, the things robots can’t get to yet.

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Figure 4.1 Humanity in the momentum flywheel

Dealing With Reality: Blake and Don

At some point in your selling career, you’ve bumped into the characters you see ...

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