Why You Lost The Big Sale: Addressing The Four “P’s”
by Thomas F. La Vecchia, MBA, The Sales Expert
You’re waiting for the exciting news of securing the largest sale of your career.
You wined and dined everyone from the janitor to the C-Suite, you shook hands with the “old school” purchaser who stated that handshakes still mean something to him.
You’re anticipating the huge commission dollars coming in by the busload along with telling your spouse about the President’s Club award trip. This is great, you out-maneuvered your competitor at every step as you knocked down every objection that came your way! Now it’s time to celebrate your victory.
The phone finally rings…
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