Studies have shown that up to 60% of sales opportunities are lost to “no decision” rather than competitors. In these instances, the companies decide to do nothing rather than do something.
The simple fact is that without a compelling case for change, companies will tend to do nothing. Human beings are generally risk averse and do not like change. As a result, people will frequently choose not to make a decision for fear of making the wrong decision.
To be successful in selling, particularly for improvements or replacements, sales people have to first persuade the customer to change before they can persuade them to buy their solution.
Learn more at www.hoolock-consulting.com
Studies have shown that up to 60% of sales opportunities are lost to “no decision” rather than competitors. In these instances, the companies decide to do nothing rather than do something.
The simple fact is that without a compelling case for change, companies will tend to do nothing. Human beings are generally risk averse and do not like change. As a result, people will frequently choose not to make a decision for fear of making the wrong decision.
To be successful in selling, particularly for improvements or replacements, sales people have to first persuade the customer to change before they can persuade them to buy their solution.
Learn more at www.hoolock-consulting.com