People reject you or don’t want to make decisions because…
they are unsure of themselves
they don’t want to buy the wrong thing
they are unsure of their ability to handle the problem
they are afraid it will get them in trouble
they are afraid it will make them look bad
they are afraid it will look like it was their fault if something goes wrong
they are afraid the boss will yell at them
they are afraid it will go on their record
they are afraid it will make them lose their job
they don’t want the hassle of changing vendors
Jeffrey Gitomer is the author of The Little Red Book of Selling and The Little Red Book of Sales Answers.President of Charlotte-based Buy Gitomer, he gives seminars, runsannual sales meetings, and conducts Internet training programs on salesand customer service at www.trainone.com http://www.trainone.com. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com.
c 2007 All Rights Reserved – Don’t even think about reproducing this document without written
permission from Jeffrey Gitomer and Buy Gitomer www.gitomer.com 704/333-1112
