It’s awfully hard for many sales people to resist the “itch to pitch” when they come across a prospect that seems a perfect fit for their solution. After all, why would they want to hold back? It turns out that there are many compelling reasons why rushing to present your solution is a really bad idea.
Closing a sale in one call might be possible in some transactional sales environments - in fact it may be the only economic way of dealing with low-value opportunities. But in complex, high-value buying decisions, the last thing most prospects are interested in at the start of their buying journey are the fine details or unique capabilities of your solution. Here’s why…Read More