December 2013
Intermediate to advanced
288 pages
7h 42m
English
Content preview from Target Opportunity Selling: Top Sales Performers Reveal What Really Works
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Chapter 13
Establish Your Proof
The Sales Expansion Loop: Business Capital—Proof
Did you know that buyer psychology changes in each trimester of the sale?
Early in a sale, prospects are keen to define their needs and crystallize their vision. Sometimes you help them do this.
By the middle of the sale, the buyers’ focus moves to assessing the credibility and fit of potential suppliers, which is a subjective exercise that creates emotional favorites and factual frontrunners.
At the closing stages of a sale (as they get closer to staking their reputation on a decision), their internal compass rotates to a different concern you must satisfy: value ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.