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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 20Influence Your Body

MEETING PLANNING MISERY I love this story. A sales rep named Joel shared it during my “confession session” at a keynote I did at an International Special Events Society (ISES) program in Chicago.

Joel Jumps on a Prospect Early in the Day

As an ISES member, Joel’s company provides event-planning services for national sales conferences and yearly corporate celebrations. He had an office at home in Denver. Thanks to the time zone difference, he was always working. He would call East Coast prospects and clients before he went to work. He would do paperwork after he got home.

He was a hermit, a recluse—none of his friends had seen him in six months.

One evening he was assaulted by phone calls from everyone he knew. ...

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