Well, THAT was annoying!

I felt that way many times as a young salesman trying to gain ground and make my mark in selling.  At no time was that feeling more in play that when I would begin my prospecting conversation – only to be interrupted by the prospect asking me, “What are you selling?”

Didn’t they know I was not that far along yet?

Obviously, the prospect was in a hurry – or just enjoyed throwing a salesman off just a little bit.

The odd thing was, when I answered their question, it almost never worked out that I got an appointment to make my sale.

One of my favorite authors, Jill Konrath, recently wrote an article that gives some simple and effective advice on how to handle this scenario.


Read Jill’s Post