Can you relate to this?

You're looking across the desk into the face of a prospect who would be a perfect client for you. And, you're 99 percent sure they will accept your proposal. Then something goes wrong. They turn you down, but you have no idea why. Sound familiar?

Many sales people will continue to face that situation, and not understand what continues to go wrong. As uncomfortable as those situations are, they serve as learning experiences. Over the past ten years, my firm has analyzed this exact, specific point in the sales process.  We now understand how professionals screw up sales meetings – and how to fix it.  Here is the list:

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