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Buying Decisions: What Happens Behind-The-Scenes
Monday, 14 Sep, 2009
Buying Decisions: What Happens Behind-The-Scenes

For some reason, it’s very difficult for sales people to think beyond ‘need’ and ‘solution:’  We tend to think that because the buyer’s need matches our solution, and because we’re professionals who ‘care,’  the only thing buyers need to do is choose our solution.
But if it were that easy, buying decisions would get made more often in our […]