Posted under Sales
from http://sharondrewmorgen.com/ 1105 days ago

Do you know why you don’t close all the sales you deserve to close? 


Do you know, on your first prospecting call, who will buy? 


Do you know where buyers go when they say ‘I’ll call you back?” 


Do you know what takes buyers so long to buy when it seems so obvious to everyone – including them?             


You don’t know the answers to these questions. Because the sales model is geared for
solution placement. Of course you give good service, ask all the right questions, understand the need and how it fits with your solution.

 But the sales model is not set up to manage the personal, human, political, strategic, and hidden systemic issues that buyers must handle internally to get the buy-in and develop the pathway to bring in a new solution.

 

See, the buyer’s environment is kinda a system, with people, and policies, initiatives ...

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