Why Can't I Close the Account?

Harvey Mackay is a best selling author and motivational speaker - but unlike most business speakers/authors, he is also a successful entrepreneur and CEO. At age 26, he founded the Mackay Envelope Corporation, which today sells $85 million of envelopes per year.

When I was in B School, I was fortunate to have Mr. Mackay speak at graduation (I highly recommend him for any motivational event). Anyway, he is also a nationally syndicated columnist for United Feature Syndicate. This week's column is about the different types of buyers and why we can't close some accounts. It's a quick and interesting read:

Why can't I get the account?