The Sales Conversation (Part Three)
Don't Confuse Company With Employee
In a world where your product, brand, and service are the same as everyone else’s, it’s only your sales process that differentiates you.
The Challenger Sales Model
Just Give Me The Main Points
People in the same company can have different objectives.
A single sale can require multiple buyers to agree before making the purchase.
The same company can have different buyers, each of whom have different objectives and therefore will ask different questions.
SPIN selling can be used to understand the problems faced by each of the individual buyers