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In sales, don’t let your brain get ahead of you

The brain is an amazing thing. It fills in blanks for things we can't see, hear, or sometimes even understand. For example, if you're driving and a pedestrian walks in front of a parked truck and out of your line of vision, your brain automatically knows where they will emerge. You can't see them, but assuming all variables stay the same, the person will be clear of the truck (and right in front of your car) in two seconds. Better hit the brakes.

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