Customers are risk adverse to making changes! They can be scared of change because they think it will cause new issues and problems.
A truly great sales professional understands that helping the customer work through these changes by providing positive and honest reviews and assessments of their situation and buying cycle is critical.
This will help you build your relationships with your customers. And sales is ALL about building your relationship and developing trust and report throughout the sales cycle.
Understanding how each phase of change impacts the sales process will allow you to become a more efficient and effective sales professional and will bring you great success!
Happy Selling!
The Sales Coaches & Sales Trainers at The Sales Coaching Institute
