Your customer’s fear of change could lengthen the sales cycle and maybe even jeopardize the sale. However, if handled correctly it can be an ally in winning the sale.
Sales people are increasingly learning that there is no such thing as a ‘sure thing’ sale. That is because as the sale approaches the buyer can get ‘cold feet’ and the salesperson may be the last person to know about it. For example, the salesperson’s proposal, presentation and price beats the competition, but somebody on the […]