They are “in the know

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While not presenting it as such, your approach needs to be to review and learn what has changed, what would they do differently if they were to start over again, or at least based on their journey to date? By helping them think through their situation vis-a-vis their objectives rather than product, buying cycles, or worse sales cycle, the discussion revolves around them. This will help you identify things that could be put back on track this year, or almost as good, that “there ain’t nothing happening here,” so I need to stop wasting time pretending, and start prospecting for real, not pretend opportunities.



Let’s be real, the assistant manager is always more eager guatemala cell phone number list to show how much they know, how much .” And how do they do that? Exactly! Taking advantage of the mood of summer also allows you to explore the dynamics internal to the buying organization, especially those decisions that may have to be in place to ensure a decision coming out of Labour Day. How and who makes the decision, who can and has killed projects in the past, and other important facts that are much better exchanged in the Dog Days Of Summer than the hectic “productive time” between Labour Day and the year-end.