By Alan Weiss, Contributing Editor
While it's negligent to fail to obtain business because you're unprepared, or lack perspective, or lapse into a sales "pitch," there are other times when you must realize there is no sale to be made.
So, stop beating yourself up. No amount of motivational tapes, "boot camps," sales books, or Belvedere martinis is going to change that. (Well, the martinis can be palliative...)
Here are the primary reasons that legitimate buyers don't buy no matter how well you've performed. Get over it.
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