Over my career as a salesperson, I sold a variety of products in a variety of selling situations. From suits and sport coats in a retail men’s store, to capital equipment to schools, to surgical staplers to surgeons in the operating room, to 70,000 line items for a wholesale distributor. I always did well, and was the number one sales person in the nation for two different companies and two distinctly different selling situations.
I was always a bit perplexed by my success. I always worked hard; always tried to do well; listened to my boss and did what he told me to do; and constantly sought out ways to improve my skills. I bought the books, went to the seminars, listened to the audios, etc.
For almost my entire selling career, I could never understand why I was more successful than others in my company. Didn’t everybody do it this way?
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