Finally, decision makers sometimes go a step further and develop a limited set of criteria by thinking back over several situations in which similar decisions were made. Which criteria produced the best results? Which didn't work? This heuristic, called "taking the best," assumes that some criteria will produce better results than others. What does this mean for our sales efforts? First, it suggests that during our sales contacts with a prospect, we should probe to find out what factors they will use to make a decision. Join our community and don't forget to suscribe to my posts.
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