PREFACE: Great Persuasion Skills Are Invisible
Denise was a classic rags-to-riches story, having advanced from a secretarial position to become CEO of her own promotion products firm, where her professional highlight was working on a marketing campaign with basketball legend Michael Jordan. Because she had taken an unusual career path (with zero formal training in selling skills), she was meeting with me to discuss whether to implement sales coaching to further build her business.
I had two meetings with Denise to persuade her that a two-year training program would help her attain her business growth goals. The second call was to pick up the check that proved her commitment to the class. As she handed it to me I asked, “Denise, what’s the real ...
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