Almost every salesperson is struggling these days to get their foot in the door and meet with new prospects because of the soft economy we're in. In this call recording, it seems our prospect is preoccupied with the financial condition of his company, and he sees the poor economy as an obstacle to paying for any Dale Carnegie training programs. Once our conversation began to focus more on value instead of cost, we were able to change our prospect's mind to seeing the Dale Carnegie value, and on our way to a scheduled meeting for more discussion.