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Articles tagged with: unrecognized need

A ‘Need’ Doesn’t Mean A Buying Decision
Monday, 15 Jun, 2009
A ‘Need’ Doesn’t Mean A Buying Decision

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 […]