CHAPTER 1The Old Paradigm
It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.
—Charles Darwin
Ben’s Story: John Scanlon
It was early 2008, and I was teaching a CustomerCentric Selling workshop to a longtime client. During the workshop, one of the students, Jason, asked if I’d like to sit in on a sales call he had scheduled for the afternoon immediately following the class.
By this point, I had worked with this company for a while, and I had trained virtually everyone in the organization— everyone except one key person, the CEO John Scanlon.
On Friday afternoon, having just finished the class, Jason and I headed to a conference room down the hall for the sales call. The prospect, ...
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