So, instead of saying, “Hi, my name is Bill Peterson, from the Acme Travel Company. I’m looking for Mr. John Smith. Is he home?”—which is the equivalent of death—the salesperson should simply say, in a very upbeat tone: “Hi, is John there?” Now, when I say, “a very upbeat tone,” I’m referring to one of the ten core influencing tonalities, called the “I care” or “I really want to know” tonality. By applying this sort of upbeat, enthusiastic tonality, while virtually all other salespeople are saying the same words in a perfunctory manner, not only do I immediately stand out from the rest of the
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