I would say that every loss is an opportunity to learn. I think that’s a catch phrase that we hear more frequently but definitely bear in mind with every single challenge or obstacle or loss that you face in a sales experience. What can you learn from this and I think one of the biggest things that I’ve learned throughout the years is being me to be honest I think that when I started being until I was quite young that I always wanted to position myself as very professional. So I always wore a suit and tie tried to address people very formally and you know that was only you know getting me in a fairly average performance to be honest. But it was only until like my manager of my previous employer really taught me that they need to do is I want to do business with Jelle. So I need to be personable. I need to be myself in the way that I communicate the way that I work with them. My personal traits I need to show them I can be informal because that’s who I am. And I think that has made a lot of impact in my relationships at work but also with the relationships that I have with clients and prospects.
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