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Why Prospects Buy (and why they don't)
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With "No-Decision" being the primary reason for sales being lost we have to ask... Why does the status quo win so often?!
The reality is in B2B buying is complex, it's a pain in the butt, it's complex and risky.
So if there's not a strong compelling problem with the status quo then folks wont take action to change.
That's where sales discovery becomes important, asking customers the right question to discover problems, while also understanding the root causes of those problems and the impacts they're having on the prospect's business.
Watch on to hear what should be at the front of you mind while talking with prospects.
#b2bsales #salesdiscovery #gapselling
The reality is in B2B buying is complex, it's a pain in the butt, it's complex and risky.
So if there's not a strong compelling problem with the status quo then folks wont take action to change.
That's where sales discovery becomes important, asking customers the right question to discover problems, while also understanding the root causes of those problems and the impacts they're having on the prospect's business.
Watch on to hear what should be at the front of you mind while talking with prospects.
#b2bsales #salesdiscovery #gapselling
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