“That’s not how we do it in our industry.” “I’m not sure I’m comfortable doing that, I’ve never done that before.” “I’ve been working with my customer for several years, and I’ve never asked those types of questions.” “Salespeople aren’t expected to do that in our industry.” “We’ve never done that before. How will I know it will work?” These are just some of the most common statements that I hear every day from people who claim that they want to differentiate their companies from their...
