A dark street somewhere, rain on the windscreen, engine off. I’m sitting in the van with a folder on the passenger seat and a quote that should have been a sale.
I’d been in that house for two hours. They liked me. They needed what I was selling. And somewhere between the cup of tea and the front door, the job had slipped away.
The deal didn’t die on the phone. It died at the kitchen table.
After more than 40 years selling in people’s homes, I found the same seven steps in every sale I ever made, and every one I ever lost. This book shows you what they are.