As Sarah wound her way past the tables and toward the stage to get her “Top Salesperson Award” at the company’s annual dinner, her colleagues were mumbling about how it was possible that someone who’s been with the firm for only a year could have sold more than anyone else. Sarah was pleasant enough, but hardly the gregarious salesman type. When asked how, Sarah wasn’t talking. What her colleagues didn’t know was that her silence was the real key to her success. Sarah was making sales by practicing the art of silence — not the art of talking.

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