Would you ever tell your interested prospect, “I don’t think our solution is a good fit for your organization”?
Would you ever dare to refer a customer to your competitor’s offering?
Would you ever admit a mistake or expose a weakness to a customer—even if you knew they would never discover it on their own?
If you answered no to any (or all) of the questions above, I hope you keep reading. I maintain that not only should you be willing to do these things—you must do them if you want to enjoy a prosperous, fulfilling career in sales.