Solving the Equation of Sales
There is a lot to learn for anyone who is new to sales. This podcast is a mixture of chat, ideas and training that can help you to improve your sales performance and close more deals. You will learn from an experienced sales trainer and his guests about the things that they have learnt over their careers that can help you as you start your career in sales. Hoolock Consulting helps technology sales professionals to improve their performance through training and coaching so that they can win more deals and generate more revenue.
Solving the Equation of Sales
Episode 6 Why Change
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Tim Gibbons
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Season 1
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Episode 7
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
