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10 Steps to Successful Sales by Brian Lambert

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STEP FOUR

Understand the Buying Process

OVERVIEW

  • Why do buyer buy?
  • Understanding buyer expectations
  • Defining value
  • Getting to know the buyer
  • Understanding negotiation strategies

Now that you have a better idea about what professional selling entails, this step focuses on what you need to do to be as efficient as possible. An efficient sales professional has the ability to join any sales organization, learn new product knowledge, and gain the trust of decision makers who manage the buying of products and services. They can also speak knowledgeably to various audiences—the CEO, front-line manager, or a new employee—about issues and challenges faced regardless of the vertical market. Obviously, product knowledge is absolutely crucial for ...

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