all of the other monkeys attack him. After another
attempt and attack, he knows that if he tries to climb the stairs,
he will be assaulted.
Next, remove another of the original five monkeys and replace
it with a new one. The newcomer goes to the stairs, and is
attacked. The previous newcomer takes part in the punishment
Sales Training Sales Techniques Cold Calling
Likewise, replace a third original monkey with a new one, then a
fourth, then the fifth. Every time the newest monkey takes to the
stairs, it is attacked.
Most of the monkeys that are beating him have no idea why they
were not permitted to climb the stairs, nor why they are
participating in the beating of the newest monkey.
After replacing all of the original monkeys, none of the remaining
monkeys has ever been sprayed with cold water, nor do they
know why they behave that way. Nevertheless, no monkey ever
again approaches the stairs to try for the banana. Why not?
Because as far as they know, that's the way it's always been
done around here.
And that, my friends, is how many a company's sales practices
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