Alex Goldfayn is the author of the new Wall Street Journal bestseller Selling Boldly. Learn more about his revenue growth consulting and speaking work at www.Goldfayn.com.
This week, you will be selling to a much more fearful market than you were working in last week. At least equally importantly: your competition is uncertain, cautious, and afraid too. What do people do in times of intense fear? They go into a defensive shell.
I was interviewing a salesperson for one of my clients, and he brought up a customer of his who he was having some trouble getting on the same page with.
