When I first started my sales career, I was a virtual sponge. I was on a mission to learn as much as I could in the shortest possible time. I looked to the experts for guidance and took their advice as the gospel truth. My mission was to sell copy machines, but as you’ll see, the lessons I learned would apply in any selling situation.

The Story: Building My Pride...

One of my hot prospects at the time was a growing construction firm. I was working with Tinsey, a very articulate woman who told me she was making the copier decision for her company.

Shortly after our first meeting, I read a book that said selling professionals shouldn't waste their time on the underlings.

Instead, they should work directly with the ultimate decision maker - the person who had the power to say "yes" or "no."

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