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Urgency Based Selling

Why Salespeople Fail – Not addressing Risk, in CERM ® RISK INSIGHTS

February 18, 2019

If you ask leaders “why do salespeople fail?”, you might receive answers like:

  1. They don’t make enough sales calls.
  2. They don’t make cold calls.
  3. They are afraid of rejection.
  4. They don’t ask for the order.
  5. They don’t challenge the prospect.

Less frequently will hear the response: “they don’t address the prospect’s risk needs.”

What does this mean? A powerful salesperson is one who can open a closed mind. This salesperson can turn a conversation stopper like “I’m good” – manifesting the closed mindset – into an exploratory discussion.


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An Introduction to Urgency Based Selling

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