2.2. Who you are

You are born with what A H Almass calls ‘essence’ (in his book The Pearl Beyond Price (2000)). A combination of that ‘essence’ and your upbringing in your formative years determines your personality. Your personality, coupled with your broadening experience of the world around you (and the impact of the actions you take), in turn establishes your behaviour patterns (see Figure 2.1).

Figure 2.1. What makes up you

We all have our preferred ways of behaving, and the actions we take are expressions of our preferred behaviours. A distinction does need to be drawn though between our immediate behaviours and our overall behaviour ...

Get Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.