Identifying Your Buyers Decision Levels
One of the toughest challenges in enterprise sales is balancing the customers’ buying process as compared to your sales process.
Your prospective customers want to take the lead and be in control of the evaluation and sales process. But we know that if we let them lead the process entirely, that we’ll end up in a dead end.
Customers request sample logins and ask you to send proposals, but these actions won’t move you any closer to the sale. Most of all, it can be hard to read prospects and their actual levels of interest and where they are with their buying decisions.
[Excerpt from my book – “Stop Hustling, Start Scaling.”]
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