All of the problems and hurdles you experience each day as a professional salesperson will be tackled in this book. Here are just some of the most common issues that I discuss in the following chapters:
“I have trouble getting my foot in the door.”
“Prospects are in a rush for information but want to wait on taking action.”
“Customers say they value service but expect the lowest price.”
“I feel like I am wasting too much time on opportunities that go nowhere.”
“I get pushed down to deal with non–decision makers.”
“I am ready to close the deal and then something comes up at the last minute to screw it up.”
“All of the prospective customers I contact say they are not looking for new vendors, but I know ...