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A sale can only be made when the seller has the attention of the prospective buyer.
Your Business Professor had been regularly calling on the hospital account making dozens of sales presentations. I had known the decision maker, a nurse, for years. She asked me, “Do you have a 26-gauge?”
I stared at her. My small business was the only company on the market that did. And I had told her that dozens of times in dozens of sales pitches.