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The 5 Stages Of The Customer’s Decision Making Process

When people make decisions, they have a shift of perspective. That is, they stop wondering about the choices they can make and now start to live with the consequences of that decision. The word comes from the Latin “Desicio”, literally meaning ‘to cut off from’. So when your prospect makes a decision, he or she is cutting off from any…

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Finding Out Who The Decision-Maker Is

There’s one bug-bear that most salespeople tell us about when we run programmes for them. And it’s the lack of ability to get the decision-maker’s name when calling a company. Now, I totally understand the rationale behind why many companies have a ‘no-name-policy’ and don’t share the buyer’s names with callers. It saves time and stops hindrance-calls when they aren’t…

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