The Selling Relationship

decision-making processes

Effective salespeople are those who match their selling tactics with customers’ decision-making processes in business.

According to a recent study published in the Journal of Personal Selling and Sales Management, the most effective salespeople are those who match their selling tactics with customers’ decision-making processes.

More specifically, the higher the buyers’ position within their organization and the more purchasing authority they have, the more likely it is that they’ll respond positively to customer-focused selling techniques rather than product-focused or competitor-focused approaches.

This means salespeople need to be more sophisticated and better able to assess their customers quickly and thoroughly to determine what technique is most appropriate.

More extensive training might be necessary for newer salespeople so they can accurately pinpoint their customers’ authority level and preferred sales method.

Say the study’s authors: “The investment of time in developing these skills will result in a stronger response rate from the more powerful buyers.”

Good Selling,
Bill Heyden

 

If you or your sales team is interested in one or more of our sales training programs, call us at 630-362-0499 or contact us by email at billheyden@comcast.net.

 

Heyden Training is an expert in training sales people on the decision-making processes. Our training programs are designed to provide results for your sales and marketing team. Heyden Training offers decision-making processes training to clients throughout the United States including Chicago, Las Vegas, California, Arizona, Ohio, New York, as well as other cities and states. Call us at 630-362-0499.