Assessment-Based Selling - Better Sales Conversations Produce Better Sales Results
Business 2 Community, January 9th, 2020
January 9, 2020,
Volume 262, Issue 2

"These conversations, especially the early conversations, provide valuable insights to the buyer that greatly informs the purchase decision.

During these conversations, the buyer is quickly trying to determine:

  • Does this rep understand my business & challenges?
  • Does this rep know how to solve my challenges?
  • Can this rep help me?
  • Can I trust this rep?

To be successful in today's market, sales reps have to consistently add value, starting with the first interaction.."

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