Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.
Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
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