My prospect perceived me as just too small to handle their long-term training needs and chose to work with a less qualified, safer alternative.
But the truth is, we’re all risky business today. None of our prospects wants to make a bad decision. After all, it could cost them their job.
Since this is such a BIG DEAL, I thought it would be a great idea to get input from YOU on this topic.
What are you doing to reduce your prospect’s perceived risk in working with your company?
Jill: glad you brought this up. I think the question is less about minimizing risk than about knowing how to face it. Prospects appreciate something that approximates full disclosure, rather than having to guess the gotchas. Unfortunately, most salespeople, including me, were infused with the idea that effective selling includes “overcoming objections.” Today, I don’t think that works so well.
Ken Smith, who just posted a comment on my blog states it more eloquently than I can: ” I have had very few sales professionals help me understand that my own organization is the critical piece of the (risk) puzzle. Too many want to peddle new code. If they would realign their values away from quota and towards helping, then I think the quota takes care of itself.”
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