During most training workshops, we eventually get onto the subject of prospecting and cold calling. Besides the fear of cold calling, one of the most common struggles I hear from salespeople is all about the “Complacent Prospect”. By complacent, I mean they are happy with their current supplier and don’t want to make any changes.
It might sound like: “I’m happy where I’m at. I don’t think I’m going to make any changes.”
These comments from a prospect used to strike fear in my heart. It always felt like a dead end.
Listen in to learn a great way to react to the Complacent Prospect !
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