So what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]
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Buying and Selling Cycles
May 7, 2010 – 3:37 pmPosted in Customer Focus, Sales Process Also tagged business issues, customer commitment, proposal, sales person Comments Off on Buying and Selling Cycles
What Customers Want From Sales People
April 20, 2010 – 9:33 amDo you have a minute? Quickly write down four qualities that customers would like sales people to demonstrate before they buy from them (No peeking!). When I run this session, I write the acronym IKEA vertically down the flipchart and ask people to come up with qualities that start with the four initials, sometimes adding […]
Posted in Customer Focus Also tagged customer commitment, sales managers, sales person Comments Off on What Customers Want From Sales People
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