Share 'Do Your Buyers Buy From Grudge or Lust?'

What kind of purchase do your customers make when they buy your services? Is it a grudge purchase or a lust purchase? Finding Pain If your sales people are like most, they have been trained to look for pain when pursuing sales opportunities. I don’t disagree. Finding pain is a critical piece in the sales process. It’s critical, but it’s insufficient. Of course, the better job your people do o...