The “ICEBERG” is an obstacle within your sales effort.
* If you are pursuing a client/prospect and you have built a strong business case as to why they should consider you and your product/company/service, then stay with the ship.
* You can navigate around the “iceberg” if you are on board. You cannot adjust/change if you jump ship.
* Once you navigate around the “iceberg”, you will discover new options for success that you will never learn by jumping ship.
REMEMBER, “Sales & Sales Strategies” are a process. You need to stay on board to develop/adjust/change your specific process.