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“Eventually, it clicked, and I learned one of the bedrock principles of #salesmanship: Whether you’re peddling long distance over the phone, Bibles door to door, or your own political candidacy on live national TV, it doesn’t matter what you’re selling—it matters how you make people feel. If you make them feel good, they’ll say yes.”

“The ultimate insight of the salesman is not that Everything Is Selling, although that can be true. The actual jewel of #wisdom that every salesman forges out of their agonies and humiliations, if they stay with it long enough, is that Everything Is Luck. Every hotshot hits stretches when you simply can’t close anyone. You thought that your success was a product of your gifts, but the success itself was a gift, a gift of randomness, of luck—and #luck always turns.”