Anybody who has ever practiced cold calls knows what resistance and avoidance mean and how they feel. But why don’t people want to be sold, though they love to buy? What behavioral patterns stop sales representatives from converting people they call into clients? For the last 15 years of my career I lived with these question marks in mind while investing in reading books and talking to top leading experts.
Thanks to one of my … (to read more)
Judith E. Glaser and Sudip Samaddar ©2016