The global economy began its decline toward the end of 2007. After signs that the economy has begun to rebound, many companies have continued to experience delays in opportunities that were forecast to close. The obvious reasons are both typical and superficial:
Not enough money available
They put it on the back burner
They scheduled it for next fiscal year
They haven’t decided yet
They put it out to bid
Other issues have become more important
The reality is that weaker salespeople understand these put-offs, and great salespeople not only overcome them, but rarely experience them. We will help you identify whether any of your salespeople can become masterful enough to overcome put-offs like these and others.