Chapter 15Hold a Paper Conversation
Me: My problem, lately, is that when I meet with resistance from a sales prospect, I get taken aback. See, I’ve done this job for so many years, and have made my accounts so much money, that I assume everyone should trust me implicitly and instantly see the enormous value in dealing with me. I know that’s the wrong way to feel, but it happens.
David: Actually, there are at least two reasons why there’s nothing wrong with feeling that way. First, as you know through experience, feelings just happen—sometimes for no traceable reason—so it’s unnecessary to hold yourself responsible for having a specific feeling. Second, if you really have helped many customers over the years, then these prospects probably would ...
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