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Professional Development: Building Excitement Around Business Development
Adults are more likely to act their way into a new way of thinking than to think their way into a new way of acting.” ' Richard Pascale
Ask lawyers what they find EXCITING about selling (it is okay to use the “sales” word) and most will say winning, followed closely by developing new relationships. On the flipside, they fear rejection and failure. Add risk aversion and low resilience to the mix and business development can feel daunting.
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