A salesperson’s livelihood depends upon on the decisions of others. A salesperson doesn’t get a sale until his/her customer first decides that salesperson is going to get that sale. Decision-making ability and style varies greatly between customers. This is why the same sales presentation will yield different results for different customers.
Every salesperson can recall customer interactions when he or she said all the right things, but the customer didn’t buy. The problem isn’t with the salesperson. The problem is with that customer’s decision process.
Selling To The Point trains salespeople how to help customers make better buying decisions. Selling To The Point arms salespeople with a new strategy for sales success. Secure sales by improving buying performance as well as selling performance.