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May 16, 2016 . by Frank Visgatis

Buying Cycles or “Looking” Cycles?

sales, selling, sales processThere are a lot of “looking cycles” going on, though I’m not sure how many of them are actual “buying cycles”. With the wealth of information now available to prospects via the Internet, social media, LinkedIn, etc., the exploration of potential business solutions has become significantly easier for the buyer. In fact, they can often complete the majority of their evaluation before ever reaching out to a vendor.

As vendors, when contacted by an “interested” buyer, it is critically important that we aggressively qualify that “opportunity” and not allow ourselves to be used as a pawn in the game they are playing with the vendor that they really want to buy from.

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Frank Visgatis
Frank Visgatis

President & Chief Operating Officer, CustomerCentric SellingĀ® - The Sales Training Company

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