The Landscape of a Prospect (What Are You Walking Into?)
The Advanced Selling Podcast
00:00
What's the Topic for Today?
The average CEO spends less than 0.1% of his or her time talking to the, to their managers about the vision of the company. Most businesses today don't have a lot of people sitting around twiddling their thumbs. The third thing is I don't care how good times are, there's always fear. And so chances are if you're going in with a sale or a purchase that will cause the prospect to change their way of doing business, they've got to realize that change is hard.
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