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Don't Let Your Sales Prospects Sell You Their Cynicism!

Saturday, 17 May 2008

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Don't Let Your Sales Prospects Sell You Their Cynicism!

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Don't Let Your Sales Prospects Sell You Their Cynicism!

"I'm sorry," my prospect whispered hoarsely, "but I guess I'm in a cynical mood." He didn't need to tell me. As he strode down the surrealistically dark corridor to greet me, I could detect something was askew. His gait, the slightly off-center ambling of a once proud but now humbled individual, spoke volumes about how beaten up he had become over the years. Backing up a few days to when I had requested our meeting over the phone, he sounded as if he was teetering on the edge of an abyss.
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