Every competent salesperson recognizes the importance of accurately qualifying every sales opportunity. But I want to suggest two other things that we also always need to know about every sales opportunity – and they relate to the nature of our prospective customer’s buying journey. These two factors are: Do they consider this to be an inevitable or a discretionary purchase, and Are they embarked on a familiar or unfamiliar buying process? These two factors have very significant implications for our customer’s buying decision journey, for our sales strategy and process, and for our chances of winning their business – and I’m going to spend the rest of this article exploring the ramifications of these factors. This post is longer than usual and was originally published on LinkedIn . I’ll also be covering the material in my webinar with the Institute of Sales Professionals on the 7 th February – you can sign up here … Factor #1: Is this an inevitable or a discretionary purchase? If this is an inevitable purchase (such as materials or supplies for an ongoing process), the customer must buy something – the key questions being what, from whom, and on what terms? If this […]
K&X Design and Investment Technology, LLC
Invest The Invisible Impact
K&X Design and Investment Technology, LLC
Invest The Invisible Impact
