RSSA ‘Need’ Doesn’t Mean A Buying Decision
Jun 15, 2009 Decisioning & Change Management
A prospect of one of my coaching clients - the sales manager of a small manufacturing company – joined our coaching call at the request of my client Joe. Joe wanted me to use my Buying Facilitation method on the manager to find out why he hadn’t purchased a sales training program after 6 months of conversation, given he had an ’obvious need’, and the two of them had a ‘nice relationship’. I don’t know what my client told him to get onto the call, but the man showed up with great humor.
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Tags: Business with integrity, Buying Facilitation®, client relationship, coaching, Facilitative Questions, need, relationship sale, sales cycle, sales training, unrecognized need
