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Thick as thieves
By Charles Martin | October 15, 2008
Why is it that a lot of times you call a prospect and, after you point out a few overpayments, high fees, or other aggregious effort on the part of their current provider, they say “that’s alright”…?
[taking out fear of change] It’s because as humans we allow a great deal for margin of error. Have you ever had a friend that the majority of people you know don’t like very much but you put up with this person’s shortcomings anyway? It’s the same thing.
That friend and that service provider keep their job because there are people willing to enable their bad behavior and it’s probably a two-way street. In other words, that prospect probably gets away with lots of things your company may not condone if it were to sign with you. Keep an eye out for this and try to avoid it. Even though you may get that sale, it could haunt you forever. Dig a bit deeper into the psyche of your prospect and try to understand why her relationship with your competitor is so peachy. There may be a body buried here and there.
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