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9 Sales Steps that Influence a Buying Decision
Sunday, 19 Aug, 2012
9 Sales Steps that Influence a Buying Decision

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.

Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time…

How to Find the Right Prospect: know who will buy on your first call
Friday, 18 Dec, 2009
How to Find the Right Prospect: know who will buy on your first call

How often have you chased a prospect for weeks/months/years and then got a ‘no?’ How much time have you wasted that you could have used for finding prospects who would become clients? And how much time have you spent waiting for prospects that either never showed up again, or who took far, far too long […]