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#SalesChats: Influence Customer Decision Performance
Aug 3, 2017 / 9:00 am - 9:30 pm
A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business, and a salesperson’s success depends upon the decision making of others. Salespeople must learn to pay more attention to the buyer’s decision performance than their own sales performance, for in the end it’s that decision that’s going to close the sale…or not.
Join sales trainer, consultant and author Jeffrey Lipsius, along with our hosts John Golden and Martha Neumeister, as we explore this vital topic.
Episode questions:
Q1: What exactly do you mean by “Customer Decision Performance” and why do you think it’s so important?
Q2: If the decision process is internal, how can salespeople influence it?
Q3: Are there any prerequisites that customers must have before they buy?