Contents
PART I UNDERSTANDING BUYING IS WHERE SELLING SHOULD START
How Selling Too Fast Causes Lost Sales
Shifting from Selling- to Buying-Focused
The Eight Steps in the Customer’s Buying Process
Six Mysteries of Selling Solved
The Eight Sales Roles That Match the Buying Process
Chapter 2 Mastering the Politics of Selling to Multiple Decision Makers
The Players on a Complex Buying Team
Configurations of a Complex Buying Team
A Case Study in Complex Buying Team Dynamics
How to Avoid the Biggest Mistakes
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