The Innovative Sale

CHAPTER 6

The Attraction of Rejection

FRANK, A SALES REP for a paper company, crossed the parking lot and headed toward the customer’s building. It was a humid Los Angeles afternoon, peppered with the grit from the factories around him. As he entered the building, he could hear the sounds and feel the vibrations of the printing presses. Walking down the expansive, gray hallway, Frank passed a long window that was showcasing the printing room where two enormous Heidelberg presses churned out colorful brochures so fast they became a solid blur. The scent of the ink and the bustle of the pressmen reminded him of his decades in the business and how much he enjoyed working with customers. Frank paused and glanced through the window at the machines, ...