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Selling B2B--the one inch rule: the "stop short" B2B sales representative (14)
Manage episode 455595878 series 3589895
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Today, we discuss the one-inch rule of selling.
Very simply, don’t let distractions, overconfidence, lack of confidence or a fear of rejection cause you to stumble in the final moments. That last inch of effort often determines whether you’ll walk away with a signed deal or zilch.
In competitive B2B sales, your top competitors prepare meticulously, persist relentlessly, execute flawlessly, and expect you to be sloppy. Disappoint them.
If you don’t fully prepare and stick your landing, you will not be winning deals against top competitors. You will be rolling in the dirt for the leftovers with all the other stop shorts.
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