http://www.visiongroupmn.com
A discussion of a Business to Business complex sale and how you as a consultative sales person can help multiple buyers through a decision cycle. This narrated article discusses the initial discovery portion of the three phases of a complex sale. Helping the individuals in a buying committee create a vision of a solution based on value for their area, as well as the total company.
The 3 primary phases of making a buying decision are:
Discovery
Evaluation
Commitment
http://www.visiongroupmn.com/consultative-selling.htm
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