Every salesperson has probably found that most people are very resistant to change.
They have sat with a prospect who agrees their offer is better than the present supplier, but the decision maker just isn't able to 'pull the trigger'.
The exception is when their business is changing. Changes like: new business, change of ownership, new location, new branch, major construction, major personnel, new product lines, dropping product lines, new distribution channels, and things like that.
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