Changing the Process from Selling to Helping Buyers Buy PDF (Adobe DRM) download by Sharon Drew Morgen

Changing the Process from Selling to Helping Buyers Buy

Morgen Publishing
Publication date: August 2005
ISBN: 9780964355323
Digital Book format: PDF (Adobe DRM)

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How can you actually support your buyers in making buying decisions? The hardest part is in giving up your need to sell. You must use your position, your care, and your understanding of your fields to truly help buyers manage all of their internal decisions because until they come up with their own answers, they will take no action. Buyers need to know how to design their own solution, which you then merely have to make available. It's so much easier to help buyers buy. These essays will lead you through the new skills and behaviors you'll need to make use of, to help you start using the Buying Facilitation process with clients.
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