Buyer Construction Revelation Tools 
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. As a sales rep, you have a variety of tools in your bag. ‘A’ A’ Players know that these tools don’t always work independently. Seem too good to be true?
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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