The Dreaded Second Opinion
Sigh. Groan. Yes! Wait a minute. Yes? Yes! Steve shows us this week that a client getting a second opinion is a GOOD OPPORTUNITY for you. How did he arrive at this conclusion? He’s HAPPY you asked!
Reduces Your “Value Risk”
For one, it reduces your value risk. Instead of having to prove your value, the second opinion does it for you. It provides a frame of reference or benchmark that your pitch is measured against. If you’ve done your homework, it will show! And it could show up the second opinion!
Verifies the Strength of Your Pitch
The second reason is that it validates the work you have put into your proposal and script. They prove how effective they are in advancing the buyer’s journey. Even when the scripts may have to shift… like a change in the economy or the effects of a pandemic.
See, second opinions don’t need to be dreaded. Just make sure you’ve done the work that keeps you on the path to sustainable sales success. Because the second opinion will prove it time and time again!
Still not convinced? Reach out to Steve and the team at Span the Chasm. We’ll help you change your mind!
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