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Clueless: How I Stumbled Onto the Secret of Selling

I didn’t start my career wanting to be a salesperson, or to be in the business of persuasion at all. In fact, I wanted to have as little to do with selling as possible, so I got a degree in finance and went to work for a commercial bank in south Florida where I could happily crunch numbers without having to have much to do with people. At that time the banking industry was very heavily regulated, so we didn’t have to compete too hard for customers. In fact, we joked that banking was subject to the “3-6-2” rule—pay 3% on deposits, lend it out at 6%, and hit the golf course every day at 2.

In an unfortunate masterpiece of poor timing, I entered the industry just before Congress passed a whole new set of laws deregulating the financial industry, which soon forced clueless hotshots like myself to go out into the real world and try to bring in customers. I had to figure out how to sell, and quickly. I had no formal sales training and no way to differentiate my product (what’s more of a commodity than money?). But, because I like to eat and have a roof over my head, I went out and gave it a go. I’m sure I made every mistake in the book but gradually I got better at it, although with no method or systematic approach.

One day this all changed.

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Why Should You Read Practical Eloquence?

Maybe you shouldn’t. You’ve got a lot of demands on your attention, so you should get a return from taking a little time out of your life to read what I write. Everyone has different reasons for doing things, but here are a few that might work for you:

If you’re already a leader:

  • You are looking for ideas, approaches and techniques to get the best thinking and best efforts out of your subordinates.
  • You want to drive real change through your organization, advice and know it won’t happen just because you say so.
  • You don’t want to rely on authority alone to get things done.

If you’re not yet in a position of authority:

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