I was born in Massachusetts way back when. Never had a thought of what I would do when I grew up. I only started that thought process when I got out of the service. Little did I know then I would end up in sales. I've been in sales now for over 52 years. I believe; I've strived to be as good as I could be and learned something in that amount of time.I will say this; I've learned more about people than anything else in my career. I've always made it a point to find better ways to sell and work with Customers. To find what it is that makes them tick. Why do they think the way they do and what causes them to respond in so many ways? What is it that brings out the negatives in their sales language and cause, negative responses it causes? That prompted all my research in finding out what it is that salespeople say and do that cause customers to respond the way they do. I've shopped over 6000 salespeople all over the country and recorded too many to remember. My purpose was to find a common denominator in sales people. My discovery was that salespeople were giving customers reason to put off the sales process and end the sale. A wakeup call.