Let’s cut to the chase.
The decision to transact is always the customer’s. You can be a masterful presenter and an able solutions consultant. But the dude who signs the check controls the pace no matter what your sales managers tell you. A skilled sales professional can shorten the time and obtain a higher dollar deal. But the final control is always with the buyer. With the internet, there is absolutely nothing a sales guy can hide from a diligent customer. This is a good thing because it creates smarter buyers. And smarter buyers force weak sales people out of the workforce. Continue reading →