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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 13

Great Selling: Addressing Buying Delays

In Chapters 8 and 9, we looked at how change efforts are, perhaps counterintuitively, actually slowing down customer buying decisions. Risk avoidance is becoming a priority for those who work in a climate of fear and uncertainty. Additionally, when strategic initiatives are paused for reconsideration, there is a cascading effect throughout the organization that can halt purchasing decisions. The good news is that the right set of salesperson behaviors can help minimize or eliminate these delays.

Decision Vortices

Viewing the x-ray of corporate decision making that comes from understanding decision vortices (Chapter 9) suggests a number of lessons for salespeople who manage major sales.

Lesson ...

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