O'Reilly logo

Selling to Anyone Over the Phone by Karen Robinson - CEO of PrimePoint Media, Sandra McKee, Renee P. Walkup

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

The Precise Customer

The keywords used to describe this type of customer are:

Characteristics

These customers need to be correct and certain about decisions they make and the implications of those decisions. Thus, they research and analyze carefully, never making a decision based on just their impression of you or a gut feeling. Because they have to “get it right,” they are careful, never impulsive. Always seeking more information and wanting to be absolutely certain, they will even risk a deadline in search of convincing proof. After your call, even if you are able to gain a tentative agreement, the Precise customers will want to see a formal ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required