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When Prospects Shut You Down
Sales conversation nightmares are made of this. You’re with a prospect. You’re interested in their work, and you’ve researched them, so you have a pretty good idea of what they do and with whom they do it. You feel excited about how you might collaborate. Like any good salesperson, you start asking questions about their business and inquiring about their challenges, aiming to find where you two will best intersect. Suddenly, they shut you down. They don’t want you asking questions about their business. They feel you’re prying where you shouldn’t be. Things get tense. The conversation lags. How do you move forward and win the client? It seems like mission impossible, but it’s not!
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