I have pretty long commute these days and have been listening to a variety of sales audio books on the way to work each morning. One of the consistent messages that I hear from the “sales training experts” is that most sales close after 5 or more contacts.

That number was higher than I had expected. I tend to think that if I present a logical case for how what I am offering will be of obvious benefit to the prospect, that the decision to purchase would happen after 2 or...