The second biggest improvement I see in my business development people is in their ability to identify buyers and outline an organization’s decision process. In this teleseminar we’ll talk about how they do it.
- Identifying the types of buyers you’re dealing with
- Language to help uncover the buyer’s decision process
- What to do when the decision process isn’t defined
- How to shorten the decision process without being a manipulative jerk
In this fast moving, informative teleseminar, I’ll use examples from clients and other experiences. Whether you sell services or products, whether your sales cycle is complex or relatively simple, whether you consider yourself a buyer qualification expert or you’ve never thought about it before, this 30-40 minute event will give you ideas that you can use right away to improve your value to buyers.