Several years ago I was sitting in the office of a very successful businessman. He was the CEO of the company. He had finished interviewing me for a sales managers position.
As we approached the end of the interview he turned to me and told me that he was very impressed with me …so far. He then paused dramatically and said,
“Show me that you know how to sell….SELL ME THIS PENCIL.”
The next ten seconds seemed like an eternity to me. I had been selling for many years. However, this really put me on the spot.
“SELL YOU A PENCIL?” I thought. “I don’t know a thing about PENCILS!”
It became evident that the entire interview was a mere formality to this exercise.
If I passed this test I would get the job. If I flubbed this, I wouldn’t.
However in my panic there was a still small voice which relaxed me entirely and told me that I could easily do this.
Do you want to take a guess as to what I did?
Before I tell you what I did, let me tell you what I did not do.
The majority of salespeople are talkers. The public wrongfully believes that to be a...
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