Training for the Competitors You Don't See

Episode notes

Salespeople often assume they're losing deals to competing vendors, but what if the biggest threats to winning business aren't competitors at all? Follow the audio podcast and watch OR listen wherever you are: In this episode of Sales [UN] Training, Kelly Riggs examines three powerful forces that quietly undermine sales opportunities: risk, change, and uncertainty. These hidden competitors frequently influence buying decisions long before a prospect compares products, pricing, or features. Kelly explains why buyers become paralyzed by perceived risk, how fear of making a bad decision can lead to delayed purchases, and why traditional ROI presentations often fail to address the concerns that matter most. He also explores the challenge of organizational change and why prospects frequently choose the status quo - even when they admit your solution is better. The conversation continues with a look at uncertainty, one of the most misunderstood obstacles in the sales process. Buyers often struggle with what they don't know about implementation, adoption, and future outcomes.

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