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Association for Professional Selling Newsletter

Everyone is an armchair psychologist. We wonder what makes us, and others, tick. A whole industry of pop psychology is available to us, as we try to figure out why we act as we do. Salespeople and sales managers tend to spend more time on this than most, as sales success is so dependent on the ability to read and influence others. Indeed, we have met a good number of people in sales that are their own ‘experts’ on human behaviour, many citing the latest fashionable theories. Unfortunately, not all theories are soundly based.

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