10The Rules Are Different for You: Successful Salespeople and Change
First, let’s be clear: This book is not for the troubled, the failing, or the “broken” salesperson. This is all about change for successful salespeople, and the rules of change are different for successful people. When you are new to the job and focused on the basics of acquiring product knowledge and mastering the functional aspects, the study of the human interface should wait. Along the same lines, when your sales are last on the team and your job is on the line, external forces will provide the inspiration to try new approaches—or else.
Our focus is on helping successful salespeople become even better. Whether you’re in the middle of the pack or one of the 20 percent who ...
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