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One of your most valuable skills in any business is the ability to “read” people. The people you interact with each day send you signals on how to work with them most effectively. If you learn what to look and listen for, each person will tell you exactly how to treat him effectively. So what is there to read? Dozens of signals–verbal, vocal and visual, tell you when to speed up or slow down, when to focus on the details, or when to work on building the relationship with the other person. But why does your technique work sometimes and not at other times? Mostly because people are different.
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