CHAPTER 2
The Innovative Sale Principles
THE HALLWAYS BUSTLED with frenetic yet purposeful movement. The aroma of cheap vending machine coffee and stale snack foods mixed with a heightened level of anxiety as several hundred art school students hustled to their last studio class of the day. But everyone knew the day was far from over, and that it would continue long into the night with an impossible workload to prepare again for tomorrow.
In a competitive environment like this, we were motivated to succeed. It wasn’t creative expression but, in fact, the fear of failure that was our most immediate motivator. Early on in the program, I thought talent was enough to make it, but the school had other views. It had cut the bottom portion of our class ...
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