In today’s “gotta-have-it-now” society, many salespeople are quick to dismiss a prospect if there isn’t an immediate need. The problem with that is when you’re doing complex sales, most prospects don’t immediately know they need help, let alone realize they need your particular solution. They depend on a sales professional to help them identify business problems and the impact those problems have. These complex sales cycles can take 12-24 months, or maybe even more. It’s up to you to stick with it and continue to move the sale forward.
One Moore Thing: The difference between a sales amateur and a sales professional is in your ability to not give up and continue moving the sale forward.