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But, slow down. Prospects who receive information overload unconsciously erect barriers to slow or even derail your sales efforts. How? They tell you everything is fine, even if they’re dissatisfied with their current vendor. They rule out conducting business with you if your product lacks a minor capability. Your pricing is never good enough. Or they simply thank you for the update and promise to contact you when the need arises. Sound familiar? It’s the result of trying to establish long-standing vendor relationships in one sales call. Prospects distrust motives when they perceive a lack of concern for their needs, and that’s exactly what happens when you spend most of your time doing all the talking.
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