Richard writes, "I have been in the sales industry for over 20 years and I still can't figure out why each interaction has to be so different. Why do some of my customers think out loud and others do not?"

Richard, experts have long suggested that the beginning of sales, management and even leadership is to "know oneself." Unfortunately, this is easier said than done.

Self-knowledge is the first step to growth and development. Since self-knowledge is as researchers say "the most difficult task any of us face," this will not change your approach overnight.

The fact is that selling is about people, therefore, this requires effective (or excellent) people skills. The best place to start understanding people is to start with the person who will always be part of your sales equation - you.

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