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A young salesman walked up to the receptionist and asked to see the company’s sales manager. Ushered into the office, he said, "I don’t suppose you want to buy any life insurance, do you?" "No," replied the sales manager curtly. "I didn’t think so," said the salesman dejectedly, getting up to leave. "Wait a minute," said the sales manager. "I want to talk to you." The salesman sat down again, obviously nervous and confused. "I train salesmen," said the sales manager, "and you’re the worst I’ve seen yet. You’ll never sell anything until you show a little confidence and accentuate the positive. Now, because you’re obviously new at this, I’ll help you out by signing up for a ten-thousand-dollar policy." After the sales manager had signed on the dotted line, he said helpfully, "Young man, one thing you’ll have to do is develop a few standard organized sales talks." "Oh, but I have," replied the salesman, smiling. "This is my standard organized sales talk for sales managers.


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