3Types and Territory

Sales People and the World of Sales

There are two kinds of people in the world: those who divide the world into two kinds of people, and those who don’t.

— Robert Benchley

In this chapter you’ll learn:

• How to manage the risks of the “salesperson” stereotype

• Ways to physically categorize your customers to help them buy

• How territory affects “fight and flight” with your clients

• The “upper-hand shake” to win trust on first contact

• Three ways to open your heart to buyers

Life is so much easier for us when we can consciously put people into boxes: categorize them by knocking the less discernible or more problematic edges off, and then putting them into a pigeonhole—typecasting them for the role we expect them to play ...

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