July, 2023

You are the sales manager of this tech firm. The good news is your company has a new product to offer the market. The bad news is your team doesn’t see how to approach or easily present it to prospects. They are also reluctant to call on old prospects who have previously said “no,” because those prospects saw “no need” for the original product.  Success with the new product clearly starts with changing the team’s attitude. What would you do?  Here is how Chris Freeman, a sales manager who found himself in this situation, overcame these challenges– with the help of metaphors and analogies.