I subscribe to a service that sends a catchy quote to my inbox every weekday. Sometimes they're catchy enough to use in my signature for a while like "Knowing is not enough; we must apply. Willing is not enough; we must do." by Johann Goethe. Usually, I just read the quote and close the email. There's usually some sort of a lesson that comes with the quote and today they talked about one of the biggest reasons that prospects hate salespeople (or service providers that need to sell to have projects).

I'm not going to elaborate on it. I'm not going to suggest that the process outlined in it is complete or exactly the way that I would do it. What I am suggesting is that you should read the article. Ask yourself the question, "Could this be me?" and get to my friends, ASAP!