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Beyond the Sales Process by Dave Stein, Steve Andersen

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STRATEGY 11

Adapt the Approach: Applying Lessons Learned with Your Customer

Think about the lessons life has taught you. Did you learn more from your successes or from the things that didn’t go as well as you had expected? If you’re like most people, you’ve gained something from both kinds of experiences, but the most powerful and profound learning often occurs on those occasions when a do-over would have been nice, but wasn’t possible. When disappointment and understanding collide, the emotional impact can be difficult, but it’s these kinds of circumstances that teach us the most.

As a sales or account management professional, you ride an emotional roller coaster every day. You go from high to low and back, based on the success of your efforts ...

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