Posted under Sales
from http://sharondrewmorgen.com/ 1106 days ago

Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more.

First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and will do all they can to avoid the money, time, resource expenditure.

Next, regardless of the type of solution or cost, buyers have an idiosyncratic, private, and confusing process of decision making that includes assembling the right folks for buy-in/consensus, considering all potential options, and discerning the change they face when adopting something new. Obviously they must first try to fix their problem with their regular vendors or discover a simple workaround. And they must hear from all who will touch the ultimate solution to ensure they understand the full complement ...

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