Is Your Sales Team More Committed to Success Than Your Prospects?
leadershipteam
Wed, 04/24/2019 – 17:03
Jill is one of those great salespeople you wish you could duplicate. She works hard, has a great attitude, does what she says she’s going to do and delivers high value for customers. But sometimes, these great attributes become an Achilles heel for Jill. She is so committed to helping her clients be successful that she often wastes time and energy with prospects that are whiners, not winners.
You know this prospect.
They whine about multiple business challenges. But when it comes time to stop whining and start winning, the excuses roll in:
“We are really swamped — this is not a good time.” Note this is the same prospect that has plenty of time to waste revisiting and complaining about the same issues over and over and over.
“This is a bigger investment than we anticipated.” They say
