Sellers – take part in sensible buying decisions
The concept of knowing a customer’s business better than they do neatly encapsulates the concept of helping a customer to go about decision making in a logical manner. There’s a huge amount of emotion in any significant buying decision, and we will have to build that into the plan, but it’s best to have the emotion sitting on a rock of good common sense.
Let us take as an example a company making a capital investment decision. This could be an IT hardware and software project, new turbines for a power station, a new property to use as an office or any other investment that is going to give service and add value for a protracted length of time. A small or medium sized business, SME, may ...