How do I sell to an account that is firmly in the hands of a competitor? In one form or another, I hear that question at almost every sales seminar I teach. It's a great question, reflecting one of the most perplexing and frustrating situations every sales person faces. If you haven't yet been faced with this problem, be patient, you will soon be. So, how do you approach this account? In this article, I'll tell you what to do, and what NOT to do, giving you two proven techniques to penetrate these kinds of accounts.
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