Imagine walking into a prospect’s office and having him or her say, “I have a problem. There is a monkey on my back and I want to make it yours.” Any normal person would know better than to say, “Great, toss that over here and let me add that to the monkeys I am already working with.” As a sales coach, I spend time with quite a few people who have big monkey collections. They have accepted that their prospects and clients’ problems are actually theirs. Unfortunately, these monkey collections have some predictable consequences.