How Do You Create a Risk Profile for Your Clients?

Ricardo: Sales is a game of timing. And unfortunately, your buyer's timing isn't aligned to your cold calling blocks. So now you're going to ask a really provocative peer question that's going to get them to open up and talk. Eli Shine asks, what if the person says, oh, we've just started with a competitor? Yeah, I think that's great. My timing sucks. Go figure this classic me.