When the Sale Doesn't Happen

In the 70's and 80's, there was a great television show called "Quincy."
This show revolved around a coroner who investigated deaths. Jack
Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be
a death by natural causes and realized that the actual cause of death
was murder. Once that determination was made, the rest of the show was
focused on finding the bad guys and identifying the motive, not
necessarily in that order.

The Ten Worst Mistakes In Selling

The Harvard Business Review revealed two staggering statistics in a
recent study:
1. 56% of executives consider their sales forces "average, worse than
normal or catastrophic"

Selling And Doing What You Love

An Organization's Guide to Turning Professionals and Technical Experts
into Motivated and Successful Sales Professionals
An arborist expresses her frustration to a co-worker: "I'm in this
business to save trees and the environment, not to be a
salesperson."…Acarpenter sighs as he hangs up his tool belt to go to yet
another sales appointment…An accountant puts off the task of marketing
her services…A landscaper quits his job because there's too much selling
– he didn't want it to be like this.