It is a common scenario: the sales professional has a phone conversation or an email exchange with a potential prospect, sets up an appointment to present their solution. But when they show up, they find that the prospect has to gather information and recommend a course of action to someone else to make the decision – and that person is not the one to whom the sales professional presented. Is there anything the sales professional can do about that? Consider George . . .
November 1, 2017
Volume 17, Issue 11