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Closing the gap: Your sales process and their buying process

Closing the gap: Your sales process and their buying process

Posted on December 19, 2013 in Upcoming Webinar by ValueSelling

Most of the companies I meet with today talk about the change in selling.  When I ask them what they have noticed the most prevalent factor is how the buyer’s approach has changed and developed.  They are better informed and their expectations of sales professionals have changed.   Often, the sales person is engaged only after the buying process has begun, rather than being involved throughout the process.  Therefore, the sales person must have a complete understanding of the entire process – that which has begun without the sales professional and that which must still be completed to result in a purchase decision.  The sales person who has the ability to assess and understand the prospect’s process will have a much greater chance of synchronising their selling process to the prospect’s and improving the likelihood of a successful sale.

ENROLL NOW AUSTRALIA | May 7, 2014 9:00 AM AEST

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