Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time

6.7. Engage (to move to action)

Once the buyer has decided to do something, and hopefully urgently, the next step may just happen, but you need to make sure it does happen.

There are two key dangers at this point:

1. An assumption is made that the deal is done and plans are made to deliver the offering, when in fact the buyer does not feel that they have made a firm commitment.

2. The seller moves to ‘close’ the deal.

Wasted investment Pieter was extremely surprised at how quickly Tula had decided to buy his web site development package. They had only had two meetings and Tula had already asked for a proposal. They had agreed a price and also all ...