The other 98% require the patience and persistence of a great teacher—anathema to most salespeople.
Remember Mr. Rogers' penchant for explanation?
No matter the activity, he took pains to explain what he was doing—a technique he adopted for the benefit of the blind, after a 5-year-old girl named Katie wrote to him:
Dear Mister Rogers,
Please say when you are feeding your fish, because I worry about them. I can’t see if you are feeding them, so please say you are feeding them out loud.
Or do you cast about for the 2% of deals you can close in one fell swoop?
Good luck with that.