On this episode of the Rethink Marketing Podcast, Eric Reed and Colin Jeffries converse about why being in second position may actually be superior to being in first. While counterintuitive, there is tremendous power in proactively building relationships even while another provider is in place. As salespeople, we often think of selling as running plays in a sports setting, but is there ever an end to the game? Taking calculated moves and building proactive, slower relationships will eventually earn us the position of a trusted advisor. From there, closing the sale is easy and the prospect is often much more realistic if we aren't their first provider.
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