CHAPTER 28
Practicing Value-Based Persistence
Anyone who has ever sold for a living has encountered the following situation. You’re talking for the first time to Larry, a decision maker at ACME Tech, a company that you feel could potentially be a fit for your product or service. But before you get two words out of your mouth, Larry shuts you down with either:
“We already have a supplier,” or
“We’re not in the market right now,” or
“We’re ...
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