The Sales Training Series – Five-buying decisions


Have you ever had a customer that seemed to reject nearly everything that you were present? We all have. Research on customer buying decisions has revealed that resistance client can not be because you promote. It could be a series of presentation.

Our research has shown 76% of sales promotions are out of step with buying decisions. When making a major purchase decision, your client goes through the process five sequential decisions.

1. Salesperson. Customers decide if they want and can trust you.

2. COMPANY. What is the reputation of your business? Is your company a good match for them?

3. PRODUCT. Were the right solution for their needs?

4. PRICE. Is the solution a competitive price? Is it a good value?

5. Time to buy. Is now a good time for them to continue with the purchase?

Customers will find reasons to buy when the presentation is out of sync with their purchase decisions. To increase your chances of success, you will Sequence presentation to follow the decisions of the customer. When you do, you’ll sell the customer on each buying decision. This is exactly how professional salespeople orchestrate sales calls them

in the field :.

Jerry Montgomery, one of the top selling horticultural industry and marketing consultants, recently spoke about how the Action Selling sales training Program has impact on sales performance.

“Today, product and service differentiation is more difficult to define and communicate.” Montgomery noted. “But the right training can mean increased sales. Sales of Action is particularly effective because it focuses on the unique techniques to uncover customer needs, resulting in a differentiated solution.”

Like playing an increasingly competitive and time buyer is at a premium, new sales skills key to success. “And yet,” said Montgomery, “many companies provide sales organizations with little or no selling skills training to meet these challenges.”

“In Action sell,” he went on to say, “Sellers can turn to the work at hand, confident that they are utilizing the most advanced sales techniques available today. And it’s useful to the seller, the buyer and the bottom line! “


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