What to do when prospects change their minds | Sandler Article

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1. Later that same day, my client met with his sales manager. She suggested that he practice something we talk about in Sandler often, five seconds of guts. “She recommended he be very up front with his customer and say something like, "I have to admit, I was caught off guard by our earlier conversation. Now that I've had some time to think about it, can I ask why you changed your mind?"” The next day, he met with the client and asked the question. It turned out it was a very minor miscommunication!

   In Leadership and organizational changes