FREE E-BOOK:The Knowledge Based Consultative Selling
Guide to Decision Makers

What Important Details Must You Know About Decision Makers (Personas) to Succeed in Consultative Selling?

Important realities about personas (people) involved in a sale are…

  • There is no single “decision maker.” There are in reality multiple people involved in major buying decisions and each of them makes a different “decision.”
  • What you don’t know about people will bite you where you sit.
  • Every persona has a different set of needs and issues and requires clear communication in that context. Generalities fall flat.

What You'll Learn:

  • The four corporate silos involved in ALL major buying decisions
  • The three levels of decision making that take place in any major sale
  • How to organize and deploy your team for communicating with their team.
  • When to ask for commitment… and when to NOT…

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