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.
... to continue reading you must be subscribed