On Forbes.com – Are You Losing Sales Because Prospects See You As Too Risky?

You just presented your proposal in person. It was a great meeting. The prospect agreed your proposal was innovative and a great fit for the organization. You worked very hard to earn this business and are justifiably ecstatic.

Now it’s a week later. You confidently call your prospect to learn the decision outcome. She immediately takes your call, a good sign. But then — “What?” They stayed with the incumbent. As your world shatters emotionally, you wonder, how is this possible? You did everything “by the book.” The prospect was engaged all the way through. She told you a number of times you showed innovative ideas, while the incumbent did not, and she loved your proposal. So what happened?

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