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The Secret Language of Influence: Master the One Skill Every Sales Pro Needs by Dan Seidman

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CHAPTER 16Potent Communication Skills

UH-OH … ACTUARIES IN THE AUDIENCE! I was invited to do my Secret Language of Influence program on communication skills in one of my favorite cities, San Diego.

My audience was … actuaries!

For those unfamiliar with these financial “scientists,” actuaries evaluate past and present insurance statistics to estimate future financial risks. On the basis of their findings, they calculate insurance premium rates and also design or modify policies to keep their companies profitable and competitive.

These men and women love mathematics, like those two people you remember from high school (wait, one of them hated math but was good at taking tests). Actuaries go through an insane litany of tests, over the course of ...

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