Overcoming "soft objections," hustling to line up meetings, and navigating the line between business and friendship with David Johnson, a third-generation life insurance salesman. What is the mistake that "ruins careers" for salespeople? And what is a "feed list"?

NEW BOOK ALERT!
You may be aware that I’ve written or co-written five business books, including The Power of Moments and Made to Stick. I’ve got a sixth book out now called RESET: How to Change What’s Not Working. It’s a book intended to help you and your team get unstuck, to overcome the gravity of the way things have always worked. Learn more about the book and order it here. You can also listen to it on Audible and at Apple Books.

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• What do people think your job is like and what is it actually like?
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