CHAPTER 1
What Are Tough Times?
Today, a salesperson blew a huge presentation, lost the opportunity, and embarrassed himself in front of his peers. His company was depending on this deal to stay afloat. To make matters worse, he had to explain to his boss why he blew the sale. It was the worst day of his professional career.
Later that day, another salesperson from the same company lost her largest customer. She couldn’t believe the customer went to a competitor for cheaper pricing. Now she must tell her boss that she lost the company’s biggest customer. This will be the toughest conversation of her career.
The CEO of this company is agonizing over whether to initiate layoffs. Profits are suffering, and the company is losing money. Now that ...
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