May 2023
Intermediate to advanced
288 pages
6h 6m
English
book
The Sales Agility Code: Deploy Situational Fluency to Win More Sales
by Michelle Vazzana, Lisa Sottosanti Doyle
Content preview from The Sales Agility Code: Deploy Situational Fluency to Win More Sales
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CHAPTER 5
Choosing, Planning, and Executing Sales Conversations Across the Buying Journey
In the last chapter we explored in detail how agile salespeople assess the buying situation. We examined how agile sellers use questions to assess the buyers’ location in the buying journey, the level of problem awareness, the buyers’ definition of their desired solution, as well as perceived risks.
In this chapter we take a deep dive into how agile sellers choose the best path and plan for their choice, and then how agile sellers execute calls differently at different points along the buying journey.
CHOOSING AND PLANNING FOR FOUNDATIONAL SALES AGILITY ACROSS THE BUYING JOURNEY
In this section, we begin by exploring the anatomy of a sales conversation. ...