Imagine you are an Olympic athlete – What would you rather, come in 5th or 2nd place in the competition?
The most logical answer is 2nd. But in sales, the right answer is 5thplace.Here is the explanation behind it: Too much time - not to mention thousands of dollars - are wasted when salespeoplego afterbusiness; they are likely never going to get. They work strenuouslyonly to come in 2nd place and never close a deal. By acknowledging your ideal client, their concerns, problems and cast of characters, you can increase your possibility of exiting the interaction a lot quicker when it is not a good fit – saving you thousands!