January 29, 2024 by Eric Dunn in Sales Process
Too often, the buyer or seller tries to dominate a selling situation, creating an imbalance that can only be solved with price concessions.
The buyer and seller play equally important roles in closing any sale.
They must work as a team, gathering critical information necessary for a successful decision.
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All too often, our sales teams do flounder. Why? One big reason is that there is no clear understanding of the multiple criteria that determine what constitutes a qualified lead at any given stage… and no clear understanding of what is needed to move an opportunity to the next stage. |
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