![]() Customers likely focus on a limited set of negotiables-mostly driven by price-Challengers help broaden the customer perspective.Ĭommon Rep Approach-Reps either try to find the “true” decision-maker (or economic buyer) who can overrule an indecisive group, or to find an advocate (or coach) who can guide them through the organization and champion their solution internally. What You Should Do Differently: Prepare to take charge of the buying process and focus the conversation. Shortcoming: Customers control the interaction and often force price-based negotiations, or delays decision making. ![]() ![]() Common Rep Approach: In a customer interaction, reps often err on the side of being too passive, avoiding tension at any cost to make situations more amicable and encourage collaboration.
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