I have just read « The Rational Optimist » of @mattwridley
Without being disrespectful with all the the research and knowledge work done by Matt, I find that the picture below summarizes the book very well.
PS: it is from @MamaShelter_L (Mama Works Lyon)
I think the role model for anybody who wants to succeed in sales should be the "warm man"
As a customer would you prefer to buy from the "cool man" or "warm man"?
youtube.com/watch?v=lshzZhHA…