First published February 27, 2009
This interesting question is posed by David Brock. He tells of one company that has made it a policy for their salespeople and their sales are up 10% this year.
As I'm heading into three days of a trade show with a client, it will be a great opportunity to observe and practice this attitude. Brock is right that customers still need to have what we sell, so it's up to us to make sure that we are astute enough to uncover their real objections and not just chalk up their non-purchase to the economy.