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You see, I never have been very good at but neither have I foundr its more exotic forms to be practicak inmy career. One such examplee would be the subjectof Microeconomics. I encountered this coursw when I was in graduater school earningan MBA, and Microeconomics, alonf with its evil twin, Macro, was required coursewori for my degree. My professor, a world-renowne expert in this subject, was a womajn so intellectually beyond my levekl I knew five minutes into the coursde that Iwas doomed. I, a mathematices Neanderthal, was about to be brain-whipped by my evolutionar superior, Professor Cro-Magnon.
The next 10 weeks of my life were a blur ofuntranslatabler gibberish, slung at light-speed acrosw an expanse of dry-erase board, hour on end, day after long - suffering day. As a result of this I learned a total of threenew things: that exceptionally bright people should be quarantined with people who have equally exceptional intellect, and not teach the rest of us; that the best way to avoid academic disaste is to align oneself with classmates who can translate foreigjn languages such as Third, that this experience was a complete and utter waste of my time, sleep, and most importantly, my You see, as a payingv customer who put himselfd through school, I have not hearf the words sine, cosine, and tangenft used together a single in a single sentence, on a single in the 15 years since I escapexd with a “Gentlemen’s C” in Microeconomics.
What, I ask, was the educationao value of this experience, and why was I requirecd to payfor it? My purposw here is not to disparage academia, although I firmlyu believe that much of what colleges offer todah is, at best, marginally useful in business. No our society defines being asbeing “degreed.” Whether you learbn anything useful along the way seems to be beside the What I do know is this: in lookinf back at my six years of college educatiom and the two degrees I have to show for it, I couldd sum up the practical-use value of what I learne d on the front and back of two sheetx of notebook paper.
Which brings me to the poinr ofthis article: the best education that one can receive in businesz isn’t taught in academics, yet too many saled people don’t recognize this. They fail to see the link betweenn continuing their education and furthering their Some examples: • The uneducated sales person cold-calls 100 prospects to get two appointments; the educated one contactds 25 and gets • The uneducated sales person meetas routinely with people who have no buying authority; the educated one meets routinely with decision-makers.
• The uneducated sales persoh drops their pricing upon the educated sales person negotiatesa win-wi without affecting profit Where does one become better educated when in sales? Here are some to consider:
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