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Selling to Win, 4th Edition by Richard Denny

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Chapter Sixteen

Avoiding the negative

The worst thing you can do is to be negative. The salesperson who is unwilling or unable to fully understand what this is, and its effect, will never become a champion, a winner and a star professional.

The negatives that do so much harm in the prevention of success, happiness and achievement are all based upon attitudes of mind. It is what people say that can do so much harm to another individual. These negatives are known as the three ‘Cs’: criticizing, condemning, complaining.

Of course constructive criticism is essential for someone’s growth, but very little criticism is constructive. It is destructive. It takes very little intelligence to find fault with someone else’s work; even a pea-brain would still ...

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