Customers Don't Have To Like You

The struggling HVAC salesman told me, “I figure the purpose of my job is to make friends.” I’d been asked to visit this HVAC salesman because he had such a low ratio of converting sales calls to actual sales. He was lucky to be on salary as opposed to commission, because frankly, he couldn’t close a door, let alone a sale.

I myself have sold, with a large degree of success, in the same town where this salesman worked. This doesn’t make me a better m

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