I remember it like yesterday. There were 600 people in the crowd, and I was center-stage where noted sales trainer Tom Hopkins was quizzing me on closing techniques and overcoming objections. As I recited the closes word-for-word, I was well on my way to being what I thought was a champion closer. I have to admit my ability to recite 30 closes on command gave me a lot of confidence when entering sales situations. I’d go into meetings ready for a “no.” I felt as though the prospect would have to...
