Can you relate to this? You’re looking across your desk into the face of a customer who would be perfect for you. You know what you can provide is perfect for them and you’re 99 percent sure they will accept your proposal. Then something goes wrong. They walk, and you don’t know why. Sound familiar?

We’ve all been there, some of us more often than others. Worse, many salespeople will continue to face that situation and not understand what continues to go wrong. The good news is, as disappointing as those situations are, they serve as outstanding learning experiences. They … Read the rest