There’s more that affects whether customers buy and what price they pay then their needs, pain points, situation, challenges and goals. A lot more. Turns out value is not what everyone thought it was. And these discoveries aren’t in any books or training programs yet. Off the radar screen. Sales teams who’ve applied these discoveries boosted their sales by over 20%.
closing the sale
The More Sales People Know About What Affects Their Prospects Perceptions Of Value, The Better The Choices They Make To Close The Sale Closing the sale comes down to the choices salespeople make. As they go through their sales process, they make choices about what they do next based on what they know about the […]
30 years studying why people buy leads to new discoveries about closing the sale 30 years ago I started doing research on why people buy in the hopes of finding out what really goes on inside customer’s mind that affects closing the sale. This wasn’t academic or theoretical research. I traveled with salespeople to observe […]