The buyer gives the sales person a clear buying signal like: ‘Where do I sign? When do we start? How many can I get?’ and so on. And what does the salesperson do? They carry on telling the prospect about additional features and benefits, none of which are of real interest to the buyer who has already made a decision to purchase.
Sound like another story? Don’t be fooled there are too many sales people who have sailed past such obvious ...Continue Reading →