This week I heard all of the following comments from one rep:
- “I know the customer can get it cheaper.”
- “The last time he gave us a chance, we back-ordered.”
- “He’ll give us part of his gas business because our store is closer, but he’ll expect our price to be lower.”
- “I don’t know why I keep going there; he has a personal relationship with our competitor.”
Incredibly, all of this negativity was in reference to one prospect!
These types of thoughts are what I call head trash, and they are the consequence of believing you already know what the customer is thinking before you give him your full consideration.
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