'You said this was on Computer Drive? That's the state's responsibility.'

'You want to let them know?'

'I said it's the state's responsibility. You'll have to call them yourself.'

'Don't you live in this town too? Don't you care?'

Click.

When you ask your salespeople how a call went and they say good;

When you ask if you'll be getting the business and they say no;

When you ask why and they give you one of the following reasons:

• relationship with the competition;
• price;
• not ready;
• not the right person;
• no money;

it's just like the person who says it's not their problem, but someone else's. Oh yeah? Well go back and build a great relationship. Sell value. Create some urgency. Get to the right person. Help them find the money. Don't let your salespeople behave like government employees. Make them take some responsibility or tell them they can go and work for the government where their behavior will be appreciated.

(c) Copyright 2006 Objective Management Group, Inc.