Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

INTRODUCTION

It had been raining since nine o’clock.

The road in front of me stretched out, a bleak gray lined with the skeletons of trees that had been shorn of their leaves and were shivering in the early autumn chill. The car held a dusty, dry smell; redolent of half-eaten sandwiches and too many cups of coffee gulped down hastily in the early morning air. The windshield wipers slapped across the glass, and I could almost beat out a rhythm against the steering wheel with their chock! chock! chock! as I squinted through the mist, trying to make out the exit sign.

I’d been up too late the evening before, and I wasn’t looking forward to the sales call I was about to make. My mouth was dry, and I felt a small, persistent headache nagging at the ...