61 / 124
“Can I sell you that book?” I asked.
“I haven’t decided,” she said. “I have
to go to the bathroom. I’ll be back.”
She didn’t come back, of course,
but you have to give her credit for cre-
SALES
GROW
JANUARY 2016 •
PPB
• 59
PRESENTED A SEMINAR
at an industry confer-
ence last weekend. Immediately afterward, I had a table
set up alongside the stage to sell books. I processed a
few sales with cash and credit cards and finally there was only
one person standing in front of me, with a book in her hand.
I
PROVEN RESPONSES TO TROUNCE THE OH-SO-FAMILIAR SALES OBSTACLES
BY DAVID M. FELLMAN
HOW HARD WILL YOU PUSH
FOR ‘YES’?