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Emotional Intelligence for Sales Success by Jill Konrath, Colleen Stanley

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CHAPTER 7

Reaching Decision Makers

How to Better Connect and Meet

DO YOU LIVE in the city, the suburbs, or the country? Whatever your choice, many considerations most likely influenced your decision. Maybe you wanted a good school system for your kids. Perhaps you wanted to live in a neighborhood with big backyards, summer barbecues, and block parties. Or possibly the most important factor was having a property with plenty of room for your dogs to roam free. Whatever the consideration, there’s a good chance that your next-door neighbor’s reason for choosing this location was entirely different than yours.

This same decision-making process happens in business every day. Different people are involved in buying your product or service and each one ...

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