Many years ago both of my parents were in insurance sales. Having been told about various aspects of selling, this post reminds me of one of them.
They said it was amazing how you could be selling something that would *truly* and *clearly* benefit someone (or a company)–save them money and provide better coverage, etc–and yet the paperwork would go to the bottom of a pile on the corner of a desk, never to be looked at again. Often, people just don’t care. Out of 100 people who *should* buy what you’re selling, only 3 call back.