No rhm9, I’m actually one of the guys that used to whine all the time. I’d spend hours with a client and give them a proposal only to have them buy from someone else. I always blamed it on everyone but myself. Most of all on the client that I blamed for making a bad decision. Or on the competitor that won the sale. Or the manufacturer that was "whoring” out their products. *That’s when I was wearing blinders.*

Then I started to learn. I listened with fascination to the speakers (people) at CEDIA that had achieved what I aspired to. People like Russ Herschelmann. And I realized that all of these people had one thing in common. They sold clients on themselves and the end experience, NOT on products or pricing. And they didn’t just *hope* the client would figure it out, they made sure they did.