The Dreaded Pilot

Buyers always want to mitigate risk. And they are often reluctant and skeptical of change. Therefore, at the end of a long sales process or, in their view, buying process, they will demand a pilot or trial of your product to make sure that it will work…for them. This eBook will help with ideas to deal with request for pilots.


This eBook covers:

  • Avoiding Pilots
  • Why Prospects Ask for Pilots
  • Risk of Pilots
  • Questions for Prospects that Want a Pilot
  • Steps to Avoid Pilots
  • What To Do If You Can’t Avoid the Pilot
  • A Guide for Prospective Customers That Demand a Pilot
  • Benefits of Implementing Strategies for Avoiding Pilots