Patience is the key to dealing with clients on the fence

11/15/2011 | Barrett Sales Blog (Australia)

As uncertainty rules the business cycle, the necessity of selling an entire committee rather than a couple of key executives is causing noticeable delays in closing sales. Being very clear with clients about the purpose of every meeting, being patient throughout the protracted cycle and cutting your losses when necessary can help manage the anxiety caused by the delays in closing, writes Sue Barrett.

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Barrett Sales Blog (Australia)

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