According to research by Salesforce.com, 82% of sales reps are out of sync with their customer’s buying process. There are 3 stages in a complex sales process and there are 4 decision criteria that change in importance based upon the buyer’s stage. Do you know how to evaluate where your buyer is in their buying process? If not, then you may be doing the right thing at the wrong time which creates more risk for the prospect. With an increase in risk, prospects either delay, get another quote or ask for a lower price to reduce risk.

The Buyer Behavior Model by Neal Rackham, PhD is based upon research from 1500 B2B sales transactions. Neal  mapped out all the key decisions buyers make in their decision process and the stages that incorporate the buying process.

“I believe your workshop helped my salespeople focus on completing each phase of the sales process before moving to the next.  No question this helped us meet our annual goal.” Rick Keith – Regional Sales Manager for Jack Henry & Associates.

Register

https://www.eventbrite.com/e/know-your-buyers-decision-process-tickets-16842406090