What does this mean for our sales efforts? Answer #2

We can uncover the decision criteria of our prospects rather simply. We just have to ask:
#1 "When you compare different vendors, what is the most important factor for you in choosing one?" #2 "The last time you made this kind of decision, what factors did you use to guide your decision? What did you look for? Did that work for you?" So the second answer according to the title says: This technique opens up opportunities for us to help the decision maker during the sales process. An inexperienced or a naïve customer may take a simplistic approach, looking only at price. By using the sales process to educate the buyer, we can introduce other factors beyond price that may be more helpful to the buyer in making a good decision and that may give us more of a competitive position. Follow my blog. Welcome once again!