#605: How Do I Handle crickets in the Sales Process?
The Advanced Selling Podcast
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The Dog That's Not Barking
If you say that your software is revolutionary, my guess is you're selling something that either doesn't exist or people haven't thought of much anymore or yet. And it's real easy to get excited about a new idea and then be unaided. In order for change to occur, change must occur. So if a prospect really wants what you have, evolutionary, revolutionary or not, they're gonna have to make a change. Making a change is not a trigger to be pulled. It's a process to work through.
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