Sales Made Simple™ This is the third bid I've lost in a row...

Sales Q&A with Skip Normand

A salesperson asks our sales expert a common problem (especially for new sales people): "This is the third bid I’ve lost in a row where the prospect seemed very interested, but ended up staying with their current vendor. I feel like they share my recommendations with their current vendor who makes a few changes and then keeps the business. What can be done about this?"