If you're going to make a mistake make it fast. If you're going to lose a deal lose it quick. If you already know you arr about going to lose a deal don't take 4 hours to do it, in business time is money. You don't want to dwell on losses, and you DEFINITELY don't want to dwell on losses that took 4 hours to happen. Fill up your pipe line so you won't have to worry about not making a deal today. The problem isn't that you said the wrong thing, you just aren't talking to enough people and are taking too long to take that no.
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