By Craig Elias
The number three mistake sales people make is they ask for, and get, the wrong referrals – referrals to those who are still in the buying mode of Status Quo – when prospects perceive that the product or service from their current supplier meets or exceeds their needs and are unlikely to become your customer. Read More
Filed under: Top Seven Lists,Top Seven Sales Mistakes
By Craig Elias
One way to get in front of recently motivated buyers, after they experience a Trigger Event but before they contact their Emotional Favorite – aka ‘go to’ person – is to have those ‘in the know’ to tell you when Trigger Events happen. Every day industry influencers learn of decision makers who experience the Trigger Read More
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