What's In It For The Person Paying The Bill?

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4388 days ago

I received a frustrated email from a colleague the other day. He described a sales situation---he's selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment -- a business case that seems compelling on the surface. But he's frustrated because he can't close the deal.

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Comments

Written by Adam_Gottlieb
4388 days ago

You raised some interesting points here. I think for small business owners who sell to or work with bigger corporate clients, sometimes it is hard to "think big"- to broaden the scope of a product/service and their sales pitch, and to remember that there may be many people and departments involved in any given purchasing decision. This is particularly true where the business owner has never worked within a big corporation.

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