Why salespeople should talk about risk

09/27/2013 | Sales Benchmark Index

Certain risks are involved with any product, and it's important for your salespeople to be honest about them, writes Dan Bernoske. For example, buyers may be apprehensive about whether the proposed solution can be implemented on time or whether their teams will be able to use your product successfully. "For many, learning new capabilities is extra work for the same pay," Bernoske notes.

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