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THE FIRST STAGE: MAKING THE CONNECTION
It’s common knowledge that salespeople love to amuse each other by swapping selling stories. Stories are essential to great selling. And what salesperson doesn’t recall that very first sale? It’s like a jockey’s first victory or a pianist’s first recital. All sellers have the details boxed away in the memory attic, ready to unpack if only you ask.
I remember mine as clearly as if it were yesterday. It happened back when we were in our tiny original store in the old Dixon Heating and Plumbing building. At the time, I was working temporarily for Mom and Dad, before I joined the business for real. In waltzed this debonair man and his wife. Dad tipped me off that the man was a senior executive at General ...
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