I’ve seen a lot of salespeople try a Reverse play or start maneuvering for a small piece of the overall solution. Most of the time they fail. Why? Because they wait until it’s too late, until after the prospect has essentially made a decision not in their favor. The way to win with our Slow Down, Sell Faster Sales Model is to choose the appropriate strategy as early as possible—and certainly BEFORE you make a sales presentation or submit a proposal.
Click here to learn more about the Slow Down, Sell Faster Sales Model. We also have a new sales book that will be available in January 2011. The sales book–Slow Down, Sell Faster!–is filled with practical techniques for getting more appointments, overcoming customer complacency, diagnosing small problems that point to bigger needs, and overcoming common sales dilemmas, such as customers who go silent at the eleventh hour.