Comments on: Difficult to do business with http://inquisix.com/blog/2008/08/05/difficult-to-do-business-with/ Accelerate Your Sales Cycle thru Trusted Referrals Sat, 22 Nov 2008 06:05:59 +0000 http://wordpress.org/?v=2.6.3 By: Michael Kreppein http://inquisix.com/blog/2008/08/05/difficult-to-do-business-with/#comment-157 Michael Kreppein Wed, 06 Aug 2008 12:48:40 +0000 http://inquisix.com/blog/?p=147#comment-157 Trish, Amen to that. I wonder if the sales reps already knew their company was difficult to do business with and were happy that management finally got the message, even if it took an outside consultant to deliver it. Trish, Amen to that. I wonder if the sales reps already knew their company was difficult to do business with and were happy that management finally got the message, even if it took an outside consultant to deliver it.

]]> By: Trish Bertuzzi http://inquisix.com/blog/2008/08/05/difficult-to-do-business-with/#comment-156 Trish Bertuzzi Wed, 06 Aug 2008 11:29:03 +0000 http://inquisix.com/blog/?p=147#comment-156 Excellent post Michael. Sometimes companies just don't think it through. We recently finished a win/loss analysis for a client. We found that 32% of the deals they thought they had lost were still in play with their competitors. The primary reason they had been booted out was because their sales process was so rigid that they frustrated the prospects that were trying to buy from them! Lesson learned? A well formulated sales process is a must-do but you also have to listen to how the prospect wants to buy from you and give them what they need and want on their schedule - not yours. Excellent post Michael. Sometimes companies just don’t think it through.

We recently finished a win/loss analysis for a client. We found that 32% of the deals they thought they had lost were still in play with their competitors. The primary reason they had been booted out was because their sales process was so rigid that they frustrated the prospects that were trying to buy from them!

Lesson learned? A well formulated sales process is a must-do but you also have to listen to how the prospect wants to buy from you and give them what they need and want on their schedule - not yours.

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