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
