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The scientific findings that I have discussed will help you to establish confidence, win admiration, mold friendship, and influence the prospect to listen to your story. Many in- terviews have been cut short and many sales have been lost because the salesman failed to apply these acts of courtesy and politeness. John Wanamaker said: "Civility counts much, but courtesy counts more." It will pay you to pay strict at- tention to the thing that pleases the prospect, because it is the prospect who pays you. TEN IT |
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