Continuing the Selling Process
One can never be rejected as long as the selling process continues. By being persistent, by continuing the education process, and by repositioning your prospect to an appropriate position in your sales pipeline after a temporary setback in the sales cycle, you have the ability to control the ultimate outcome of the sales process and the ability to control any emotions associated with an apparent rejection. In fact, given this perspective of selling, you see that it is impossible to lose a sale. The Selling Life-Cycle Paradigm is further explained in Figure 4-1.
Figure 4-1. The selling life-cycle paradigm.
Most salespeople realize they need sales today. Most also realize that they will need ...
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