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6
TheSalesJourney
Ourjourneyofsaleswasnolessdifferentthananyoftheoth-
ersalespersonsoutthere.Forallofus,itstartswithtwoways:
Trialanderrorandbyreading,gettingmentoredorlearning
fromtheoneswhohave‘beenthereanddonethat’.Ashu-
mans,wearereplicators.Ourobservingskillsarewhatmakeus
recreatethesamesetofeventsusingsimilarblueprintscreated
bysomeoneelseattheothersideoftheplanet.Andguess
what?Justlikethatsuccessfulperson,wealsoclimbtheladder
andmakeitbig.Itmayormaynotbeasbigasthatpersonbut
comparedtowherewestarted,theamountofprogresswould
alwaysbemonumental.
Yes,thismaysoundabitbizarrebutitistrue.Thisphenom-
enonissupportedbypsychologyandifyouthinksalesisjust
anexchangeofatangibleorintangibleassetformoneyor
anythingequivalenttomoney,youarewrong.Yes,therehave
