Comments

• Rick Ratzlaff

  The national sales team I work for is pushed by sales managers to put most of our effort into selling by urgency than by selling the credibility of the company. I realize you can't close without urgency, however I believe you can't even have urgency without credibility. In selling to business owners I believe their number one question remain “is the company I represent credible”? To ride and flog the emotional urgency is to embellish the “half-truth” to stretch the truth and to compromise credibility. It breeds short lived relationships instead of “customer loyalty”.

  Jan 17, 2009 9:36am

Want to post a comment? Please login.