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You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling by David Mattson, David Sandler

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I need to tell you a story about two fishermen.

Two men were out fishing one day; one was a professional, the other was an amateur. The professional, as you would expect, knew exactly where to go fishing to catch the most fish. He knew when the fish would be biting, and as a result, he always came home with a string of fish. The amateur, on the other hand, wasn’t very successful. He’d drop his line in the water without any planning. He’d pull it up, drop it again, and seldom would he catch a fish. Most of the time, he merely managed to lose his bait. As you can imagine, fishing wasn’t much fun for the amateur, but the professional fisherman could never get enough of it.

The professional had observed the amateur on this particular day, and after ...

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