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How frustrating is it to work on a prospect, really put your heart and soul into the client, and then not get the business? How maddening is it to be told, “I really like you, but…” or “I really appreciate your work, but…” or “There just wasn’t enough of a price difference for us to make a change”? The most frustrating thing about these examples is that the prospects put you into a box labeled “peddler” or “insurance salesman” or “vendor.” In fact, in this instance there are a lot of categories the prospect can use to describe you. Unfortunately, very few of them are flattering.

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