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Be a Sales Superstar by Brian Tracy

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8Become Brilliant on the Basics

The quality of a person’s life isdetermined more by their commitmentto excellence than by any otherfactor, no matter what theexternal circumstances.

— VINCE LOMBARDI

On many occasions, when we have offered our sales training programs to companies, we have been told, “We don’t need that kind of training around here. All our people have years of experience.”

We have a simple response to this objection. We say, “That’s fine. Let’s just give a simple test on selling basics to the members of your sales team. Everyone who passes the test doesn’t need to take additional training.”

What we have found is that virtually no one ever passes. Very few people are familiar enough even with the basics of selling to pass a simple ...

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