PART TWOInfluencing Yourself
There’s an old story about a pro golfer and an amateur (who, in our telling, is also a sales rep). They are on the driving range before a big charity tournament.
The amateur is on his third bucket of balls, nervous about embarrassing himself in front of the pro, his peers, and even the potential clients he might find at the award ceremony.
His pro partner casually walks up to the practice tee with a driver over his shoulder. He reaches into a pocket, pulls out five balls, and drops them on the mat. He lines up the first ball, hits it, and ninety seconds later has finished smacking the other four. He turns to head back to the clubhouse.
The sales rep is stunned. “Excuse me, but is that it? Is that your whole warm-up ...
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