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Friday, 25 July 2008
 
 

Buying Decisions Are Not Based On Needs

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Buying Decisions Are Not Based On Needs

As professionals, you have the tools to assess whether or not a prospect is a good risk for buying your product: you know the type of problem best suited to your product and the signs of 'need'- you ask good questions, analyze needs with a keen eye and ear; create presentations or professional pitches; and manage objections to ensure understanding and product differentiation. So why do you close only a small percentage of the business you recognize as yours?
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