Jun 28, 2010
Whenever we say 'process' to a sales person, we get yawns and
indifference. But the fact is that every sales problem you
have...probably...has something to do with a chink in your process.
In this episode, Bill and Bryan look into the ever-important issue
with 'decision process' and how you can better influence it.
(Podcaster Notes: The decision process is one of those hard to
teach skills in sales. We have found recently that the decision
process for many companies has become more centralized--which
brings with it additional trouble for sales people. It seems that
every decision is reviewed, analyzed and audited. And if the
purchase doesn't bring with it a cost savings or revenue growth,
it's put off. So, as sales professionals, you MUST know how
decisions are made and, when possible, be a part of them.)