In a recent newsletter, I wrote an article called "Risky Business: Avoiding Last Minute Sales Losses" in which I shared how a Mack truck cost me a huge contract.
My prospect perceived me as just too small to handle their long-term training needs and chose to work with a less qualified, safer alternative.
But the truth is, we're all risky business today. None of our prospects wants to make a bad decision. After all, it could cost them their job.
Since this is such a BIG DEAL, I thought it would be a great idea to get input from YOU on this topic.
What are you doing to reduce your prospect's perceived risk in working with your company?