After prospect chooses competitor with more experience, is the door 100% shut?

July 2009
Sales Insider;7/8/2009, Vol. 3 Issue 66, p1
The article presents a situation wherein the sales professional was rejected by the client but would eventually make business with the prospect. Even after the rejection, the sales professional kept in touch with the client and offered to optimize the features of the competing system. The client eventually agreed to use the professional's services and gave him referrals.


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