Sales Prospecting Perspectives is pleased to bring you a post from Joshua Zielinski, a Business Development Representative at AG Salesworks. This is his blogging debut.
Sometimes in sales things have to get a little awkward to produce a mutually beneficial relationship with a prospect.
This idea is counterintuitive to most sales teachings because usually the goal is to make prospects comfortable enough to listen to your presentation or consultative dialogue, and then to make a “yes” decision if they realize it will benefit them. However, in some circumstances, prospects need to come out of their comfort zone to dive deep into their problem or need.
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