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Articles tagged with: behind-the-scenes

Managing Off-Line Decisions
Friday, 28 Aug, 2009
Managing Off-Line Decisions

Where do our prospects go when they say, “I’ll call you back?” Most of us guess, but really, we don’t know where they go.
Where they go, in fact, is to get ahold of their colleagues and figure out how to get agreement for whatever outcomes the new solution will cause within the  buyer’s environment. We rarely […]

How To Listen To A Buyer
Monday, 24 Aug, 2009
How To Listen To A Buyer

Until or unless buyers know how to manage the tangles of people and policies that hold their Identified Problem in place, they will not make a purchase no matter how urgent their need or how appropriate your solution.
Because sales unwittingly focuses on the very last stages of the buyer’s buying decision, sellers are trained to listen carefully […]