Are your prospects eager to make a change?

03/12/2014 | TheSalesBlog.com

It's important to alter your approach to selling based on the mindset of your prospects, writes S. Anthony Iannarino. It may be easiest to work with clients who are unhappy with the status quo and are eager to make a change, but these individuals don't necessarily account for a large portion of the market, Iannarino writes. "The trick here is to be in front of these opportunities when they occur," he notes.

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