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Selling to The New Elite by Chip BESIO, Doug HARRISON, James TAYLOR, Stephen KRAUS

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CHAPTER FIVETheory into Practice: Thirteen Expressions of Passion in Selling

An ounce of action is worth a ton of theory.”

—RALPH WALDO EMERSON

In theory there is no difference betweentheory and practice. In practice there is.”

—YOGI BERRA

AS MENTIONED IN CHAPTER 1, the most successful interactions between salespeople and their affluent prospects bring all three passions together:

•   A salesperson with a sincere love for what he or she does

•   A prospect who is pursuing a sincere interest

•   A product with transcendent properties

Two people arrive, of their own free will, in an environment of their mutual choosing. The shared interests are apparent. Rapport is established quickly and easily. The meeting of minds in terms of needs and wants ...

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