Turn Objection into Opportunity by Being Number Two
Last week Fire Enterprises (FEI) Marketing Tribe Leader Marka explained to Sales Tribe Leader Zoot how selling three “virtual products” can help their fire business overcome pricing objections. This week, Zoot gives apprentice salesperson Ganymede some tips on how to differentiate FEI with hesitant prospects by positioning the company as a secondary provider. Remember, fire = print.
Zoot found Ganymede, one of his most talented young salespeople, sulking in the break room.