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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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Introduction

My mother-in-law can’t stand the fact that her daughter married a salesman. For over 25 years, I’ve endured her lamentations on the obnoxiousness of salespeople. She says she can spot a salesperson from a mile away. She says they’re arrogant, pushy, self-serving, manipulative, transparent, and fake. She doesn’t like it when they make their “pitch,” and she despises it when they try to close. It feels like high pressure to her. I think she’d rather run through the streets naked than deal with a salesperson. Her animosity runs that deep. You know what? For the most part, she’s right.

I know you’re thinking that I’m generalizing and condemning an entire profession because of a few bad apples. I concede the point, but too many salespeople ...

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