Does this sound familiar to you?
Prospect A says, “This looks very good. I think there’s an excellent chance we’ll do business.” The salesperson thinks, “I’ve got one.”
Prospect B comments, “Your price is higher than we expected.” The salesperson thinks, “I’ll have to cut the price to close the deal.”
Prospect C reveals, “We were hoping for a shorter delivery time.” The salesperson thinks, “I’ll have to push this through as a rush order to get the sale.”
