The least favorite activity for Daren was to accompanying field service engineers to hospitals. He had greater success in building clientele and generating sales at conventions and expos. People who attended these were in the market for purchasing new equipment. But when making unsolicited visits to a hospital, prospects were often closed up to any introduction of new equipment. These people weren"t in the market for laying out hundreds of thousands—even a couple million dollars for new equipment. Prospects who called out a field service engineer simply wanted the equipment serviced.
Daren could see the rejection in a prospect"s eyes from the moment he was introduced by the engineer. And being introduced, not the first person to speak was already a problem for Daren. Daren was second in t
