Executive coach, author and speaker Susan Freeman recently received a phone call from a client who joyously wanted to thank her for helping him with something that, on the surface, seems rather elementary: breathing.
The client, in business to business sales, told Freeman he had a prospective customer meeting that began ominously. The prospect, a gruff procurement manager, had his arms folded with a frown when Freeman’s client walked into the room. The manager had a look, Freeman’s client told her, that screamed, “if you are trying to sell me something today, I have bad news for you.”
EXCERPT FROM BUSINESS OBSERVER – Read the complete article here.