competitive selling
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The Prospect Isn’t Talking with Any Other Salespeople
- April 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not that this can’t happen. Some people don’t need to compare, talk with three companies, look at several options or get three quotes. I don’t. Most great salespeople don’t. And your salespeople should never assume that a prospect NEEDS to shop around.
On the other hand, when the salesperson says, “They aren’t talking with anyone else”, and it turns out that they were, you have to wonder how the salesperson missed it.
There are several reasons why it could get missed. They include: