My second year on the floor, I had memorised five rebuttals for "It's too expensive." I had drilled them. I knew them cold. I could fire them off in any order, with the right pacing, the right tone. And I was still losing every call the moment a prospect pushed back on price. One Friday […]

My third week on the floor, I sat next to a closer called Dave. I had the cleaner pitch. I had read more books. I had drilled my objection handling for hours. Dave was top of the board by Wednesday. I was on the bottom of it for a month. One afternoon I asked him […]