12A Look to the Future: Be Present to Ask, Learn, Follow Up, and Grow
If you’ve ever purchased a raffle ticket for a school fund-raiser or entered a contest of chance, you have seen the tag disclaimer “Need not be present to win.” The first rule of selling in the new millennium requires just the opposite: You must be present to win. To be effective in sales, we know we have to possess the capacity to be comfortably present in front of anyone, with our attention in the present time, and be able to do that on purpose. In Chapter 3 we explored the critical nature of the state of the moment with another person: the ability to be present and even to confront. This doesn’t mean having a confrontation; it means being able to be with a person without ...
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