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Understanding Prospects Buying Styles

The Key to Developing Trust and Credibility Buyers have many different likes, dislikes and motivations. Top performing sales professionals know that the key to developing trust and credibility is to expertly determine the likes, dislikes…

Understanding the Buyer’s Decision Process

Many of the world’s best sales forces are the best because they have developed and use a systematic sales process. Having a map of the things that have to happen before a sale can be made provides a framework for sales planning and activity,…