The customer is really a person, not a company.
Buying decisions are made by individuals, not market segments or companies. Those individuals may focus more on not losing than winning, which means that avoiding making a mistake is more important than reaching out for victory. Understanding who the WHO is and addressing their concerns is critical to sales success.
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Filename:
5.010302_The-WHO-in-the-Question.pdf
File Type:
pdf
File Size:
140 KB
Categories:
5.01_Managing the Sales Effort, V5_The Top Line
Article_No:
5.010302
Document_Views:
174