1) Determining a Need
2) Finding the Best Solution
3) Committing to Buy
4) Evaluating the Outcome
For the sake of simplicity these four stages can be named Need, Learn, Buy and Value. The effective sales person will move through these stages with the buyer by personally identifying with the buyer’s hopes and fears, problems and opportunities.
Kevin F. Davis is an author and provider of training programs designed to elevate the effectiveness of salespeople and sales managers. His expertise lies in delivering both onsite live sessions and interactive online courses tailored to the unique needs of sales organizations.
To learn more about Kevin F. Davis's training programs and how they can benefit your organization, visit www.toplineleadership.com.