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Are You Selling Yourself?

Author: Jonathan Farrington

Many in the IACCM community feel that their work is sometimes under-appreciated or misunderstood. But is that because we are not always effective at selling ourselves or the value of our services? In this Ask The Expert call, we will ask Sales Guru Jonathan Farrington to help us understand the characteristics and approaches that can lead us to more effective selling.

Jonathan explains: "Performance has many components. For example, our activities and abilities are typically where many organizations focus; yet beneath the surface, our beliefs about ourselves, our customers, our job, can either help or hinder our performance. You may have heard the expression, "Whatever you believe you can do, you will. And whatever you believe you can't do, you won't." It is as if our beliefs become a self-fulfilling prophecy."

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