The word of selling has changed drastically in previous couple of years. It's so much more difficult to offer for sale anything today, than two decades ago. And it's more difficult in any given line of business.
Prospects had been on much worse position ten years in the past. That's due to the fact of marketplaces haven't being so crowded, as they are today. If their corporation had received proposal for any given product or service, it actually was possibly the only offer, they got in a timeframe of several months or perhaps half a year. Today it's very different story. Corporations are bombarded with offers on a regular basis. Unfortunatelly, most of these offers are near to the same. The one factor that differs, is organization brand. Bur level of quality, material, refferences, and value are all identical.
This makes prospects feel the power to bargain. He can use proposal of one company, to get lower price tag from the other. By doing this he may get the bottom price tag possible. The salesman has a real challenge, not only to sell, and sign the contract, but also to do this with revenue for his own business.
One more thing - in days gone by customers had less data. And everbody knows, data is the Power. Before the Internet has spread out, they were effortless to sell, and even simple to put under pressure or to influence. These companies didn't have access to details, so they didn't have possible choices, were out of choice. Presently it's not like that from now on. They can easily view cost of the competitors on their webpage, and if it's more affordable than the one you have, they'll mention "just why are you so highly-priced?". Prospective client will in addition browse the Internet for knowledge about salesman's organization, and if there are some negative opinions out there, it's going to be much tougher to close the deal.
Selling in modern-day market is much more challenging than it had been. Competent salesperson need to be informed of that state of affairs, and modify his actions, so that he nevertheless are able to sell a lot.