The Buying Process - Helping Your Customer Discover Their Unsatisfied Need
The successful sales rep matches the steps of their selling process to the customer's buying process. In other words, for the customer's Need, Requirements, Solution, and Deal, the sales rep; helps the customer Explore their Need; helps the customer Define their Requirements; Proposes the Solution that best meets their requirements; and Closes the Deal. The move from one step to the next depends on your ability to ask the questions that leads the customer to realise the need, build a set of requirements, and accept that your solution meets the requirements. It"s important to remember that you can"t recommend a solution when they"re just starting on the buying process. ...
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