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The Principles of Emotional Intelligence- The intangibles in emotional makeup separate good producers from
great producers. - Focusing on specific emotional factors can expedite the learning
curve to success.
•Teachability is the emotional feature that will help you surpass peo-
ple with superior talents.
I knew when I finished talking that this insurance executive was going
to either think I was completely mad or be ready to embark on a fascinat-
ing expedition. Before Larry Foster and I met face-to-face for the first time,
he had described in numerous conversations over the phone his frustra-
tions on how to help his people perform and produce at higher levels.
An enigma had been piquing Larry’s curiosity for many years. “Why,”
he wondered aloud, “do we get so easily fooled by applicants for sales po-
sitions into believing that certain types are going to be successful, and yet
a significant percentage of these people never fulfill their promise?” Part of
CRITICAL MASS FOR
SALES SUCCESS
“Things should be made as simple as
possible but not any simpler.”
—ALBERT EINSTEIN