Gerry Weinberg & Associates

We have all been in situations where we are on a sales call, and we get the sense that the other person has checked out of the discussion for some reason.

One of David Sandler’s classic selling rules sounds like a bit of a riddle when you first hear it: Don’t buy back tomorrow the product or service you sold today. Why would you ever do that? Who would want to? And under what circumstances would it possibly happen?