An article written by Dan Levis, which was published on Clayton Makepeace’s blog The Total Package, stated that people completely overlook the prospect’s self-image.
For that reason, Bill Caskey recommends in today’s vignette that once you change your way of thinking about your prospect the more you will benefit.
Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill and Bryan tell the questioner how to change their thinking so they can get some traction in the account.