The counter-intuitive sales professional quickly comes to the realization that there is more hiding behind the reason for a lost sale than the customer shares.
At the heart of counter-intuitive selling is the principle that for our sales results to change, our sales behaviors and habits must change. It's hard for seasoned sales professionals to change habits-as habits are ingrained and reflex. This is readily apparent when it comes to lost business and lost opportunities.
Do you really take a look at why you lost a piece of business?
Do you change your sales behavior to make sure you do not make the same mistakes again and again-leading to more lost business?
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