After several months of discussions and building a relationship with a potential customer, it is apparent that the customer does not need your help.  Perhaps, your help would even duplicate services that others are providing.

Most of the sales training on the market today teaches people to sell, sell, sell in this situation.  They should talk up the value of what they are offering, at least that is what the training says. 

If faced with this situation, what would you like the sales people calling on you to do?  What do you do when you are the sales person?

Filed by Coleen Davis at 6:56 am under Leadership, Negotiations