prospects and risk

To make the sale, manage your prospect’s perception of risk.

Posted by Frank Marafiote on Mar 2, 2010 in Featured Articles, Marketing | 0 comments

Last week we received a query from the owner of a retail shop in Chichester, New Hampshire, that sells wood stoves and fireplace inserts: “With the spiraling cost of heating oil, we’re starting to see an upsurge in the number of people walking into our store. Although my one salesman and I seem to do pretty well, I still get the sense that we are not selling as much product as we should,...