A tough audience


Obviously, most sales professionals would rather talk to a friendly prospect than a tough or obnoxious one, but the payoff can be big for those confident enough to pursue the latter. By not taking a prospect's gruff style personally and by maintaining a consultative approach, even the toughest prospects can open up once you break through their initial, oftentimes superficial defenses.

Another way of looking at this is that the competition for their business is so much less, because the average salesperson doesn't have the skill or fortitude to stand toe-to-toe with them.


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