Earning the Right to Close
Sales and Marketing Management
SEPTEMBER 11, 2016
Issue Date: 2016-09-12. Author: Frank Visgatis, President/COO, CustomerCentric SellingĀ®. Teaser: A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. The better job B2B salespeople do in uncovering buyer needs and associated value, the more likely they’ll win the business. A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision.
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