3 Steps to Understanding Buying Behavior

3 Steps to Understanding Buying Behavior.
The calls start well, but often end in disaster. Well-trained sales reps identify buyer’s needs by asking a series of scripted questions. This exercise can uncover useful information for the rep, but it provides little value to the customer. For many buyers, the ‘discovery’ sales call is the second, third or fourth interrogation with the same questions by yet another competitor. No wonder one of these sales calls was recently recognized as the “Worst Sales Call of 2011.”

Read all at 3 Steps to Understanding Buying Behavior.

Photocredit: yougo jeberg)

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