70. The Law of Perspective
The way that you are viewed by your customers determines your income.
Your reputation—how you are known to your customers, how you are thought about and talked about by your customers when you are not there—largely determines how much you sell and how much you earn.
The first corollary of the Law of Perspective is When you are viewed by your customer as working for him or her, you will be in the top 10 percent of money earners in your field.
Many thousands of customers have been interviewed extensively about their buying habits and their reasons for selecting one salesperson over another. The most common reason given is that they feel that the salesperson really “works for me” rather than for his or her own company. ...
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