Inner Spring

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I incorporated this concept into sales meetings and the yawning stopped. Okay, it lessened. We were still talking about mattresses. But an interesting thing happened. People actually would applaud. Imagine that. More and more salespeople started reporting back that this attitude adjustment changed everything. One of my dealers wrote a letter to my factory saying I had given the best sales meeting they ever had. I was shocked. When I mentioned that I had considered writing a book about mattress sales, he encouraged me to do so.

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