Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

2WHO BUYS AND WHO DOESN’T

True story.

A couple of years ago I pitched my sales development program to a new company. I wasn’t too sure about what reception I’d get—the company was one I’d never dealt with before, and I didn’t know too much about it except that it seemed to be an up-and-comer in its chosen field of commerce. I knew, from long experience, that new companies often have a sense of arrogance about their operations, a conviction that the old guys (like me) have done it wrong for a lot of years and it’s their job to set us old geezers right. Because of my sense of this attitude, I didn’t want to start things off on the wrong foot.

I began my presentation, therefore, in a way I usually don’t. I set down my notes, turned off the PowerPoint ...