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Aligning Customer Objections to the Buying Process

SBI Growth

MAY 13, 2013

Don’t get me wrong, I revel in an easy solution. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. You also must know where your customer is on the Buyer Process Map. Every buyer will (knowingly or not) travel through these buying stages. Avoid them.

Objections 306
Objections Customer Revelation Buyer Persona 306
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The 5 Immutable Laws of Selling

SBI

MARCH 27, 2012

The straightforward and bold-faced revelation in the heading of this article will stand as a commandment in its own right. It is constructed of points and planes of dimensional perspective. If you think about it, asking about budget (the B in BANT) doesn’t help the buyer, it just begins to erode confidence. Need I say more.

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BANT Revelation Government Face-to-face 107
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