02 Dec HOW FAR ARE YOU WILLING TO GO TO CLOSE A SALE
I recently wrote about an episode early in my sales career when I worked in a shared office environment with salespeople and remote workers. I overheard another salesperson, Stan, tell the manager of the buyer’s contact he had been working with that he had been promised a contract by a recently deceased prospect. It was untrue. The prospect had said to him that he was no longer under consideration, then passed away shortly afterward. I assume there wasn’t a paper or email trail. Stan was able to get the business from the uninformed manager and bragged about what he did...