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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 9: Setting the right goals

A while back I was in the market for a new car. I had gone through all the magazines and chosen the manufacturer, model, colour and specification. The next day I was travelling back from a sales call and it struck me how many of this specific colour, model and make of car I was seeing on the roads. The point is that these cars were on the road before I had made my choice. I was seeing these cars but my brain was simply not drawing them to my attention because I had not ‘told it’ they were of interest to me. Has this ever happened to you? After you set a goal and put your mind on something specific, your brain begins to notice those things ...

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