Jill Konrath

Crazy-busy prospects can't handle complexity. They hate it when things are difficult to decode or decide. It grinds them to a screeching halt, which is the normal human reaction to being overwhelmed and stressed out.

Many of the people you're calling on today suffer from a severe case of "frazzled customer syndrome." This debilitating condition is brought on by excessive workloads, 24/7 availability, information overload, lack of sleep and job-related stress.

Selling is tough—there's no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to give things away just to get the business. Even setting up meetings with new prospects can be a major ordeal. Busy decision-makers don't want 
to waste their time with product-pushing peddlers.