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Kenrick Cleveland's Articles

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  • Calibrating For Rapport
    When I was a young man my first job in sales was selling gym memberships. One of the trainers that worked at this gym was a great guy, funny, sociable, and well liked, but he had tremendous difficulty communicating with certain types of people. My favorite thing about him was that he was always himself. This character trait had the downside of putting him against a wall where he became ineffective in his job.

    I could see there was a problem but at the time I didn't have th...
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