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Thoughtful Thursdays – Change is tough

Change is tough.

And consequently, tough to sell.

Often hidden, a common sales barrier is resistance to change. The inherent risks to change can trump most value propostions.

The successful sales professional recognizes the cost of change and complements their value selling process with a plan to help their prospects buy into the process to initiate change.

The plan may include presentations to upper level management or discusions with their key contacts to help initiate their internal process of making a change in supliers.

The value of your products and services alone may not be enough to convince your prospect to change. Making it easier for them to say yes adds incremental value.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.


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