Your primary competitor is very difficult to outsell. You run across your biggest competitor far more often than you run across that Big Name Company or top salesperson. And more than likely, you lose far more sales to this competitor than you do to all other competitors combined. Paul McCord on indecision and stalled deals.
How many sales have been lost because your competition had inroads with the senior executive and you didn’t? How often did you find out, too late, that the middle managers you had been talking to didn’t have the power to make the final decision to buy?
The hard truth is, many times it’s very difficult to get the executive’s attention and connect your products and solutions to their priorities and business agenda.
1. Not Every Sell Is A Good Sell
About 35% of all sales are bad sales. In one way or another, they leave the customer disappointed or the seller with excess costs and diminished returns. Often salespeople are so concerned with “getting the order” that they write business that is not good for themselves, their company
Article talks about how to overcome the reality that people often want to justify their decisions to stay with the status quo.
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