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Published on Nov 13, 2009
http://www.visiongroupmn.com A discussion of what buyers think about when they are trying to meet an internal business need. This consultative sales approach can be successfully dealt with by good sales personnel who are willing to: 1) Listen to the Buyer 2) Help an individual understand the reasons/causes that keep them from reaching their business needs 3) The capabilities they will need to overcome the reasons/causes preventing them from meeting their needs 4) Assessing the impact on their particular department and the company 5) Arriving at a Vision of a Solution based on value