Re: Overcoming Objections

"Mark A. Richman" <[EMAIL PROTECTED]> wrote:
> "Scott T. Jensen" <[EMAIL PROTECTED]> wrote:
> > "Mark A. Richman" <[EMAIL PROTECTED]> wrote:
> > > What's the best way to overcome objections with a prospect, with
> > > respect to lack of experience in their vertical? I can cite projects
> > > in other verticals, but that may not satisfy them. Ultimately, this
> > > comes down to establishing trust with the prospect. I want to present
> > > myself as a peer and potential partnet, and not a salesperson or
> > > sycophant.
> >
> > This is rather hard to advise without knowing what industry you're
> > talking about.
>
> Healthcare IT.

What do you mean by "their vertical" in Healthcare IT.  Just the IT of
healthcare or of healthcare in general?

Scott Jensen
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