07 September 2009 | Miller Heiman

Ask your sales team this question to keep sales moving forward:

Have we uncovered anything that our buying influences might be trying to avoid, and not just what they want to accomplish?

Why? Identifying problems your customers may be looking to avoid and demonstrating how your solution can keep them away from that scenario builds credibility for your organization and its solution. Conceptual Selling® can help you learn to better identify the multiple components of a customer’s concept.

See previous question:

Week 1