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%.
The ABC’s Of How People Buy defines three buying milestones a prospective customer will make as they move from not interested to wanting to buy. It is the customer’s buying process, not the salesperson’s selling process. This provides an easy to remember guidance system that keeps sales people focused on what is happening inside of […]