Adrian Davis's Blog (1)

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 of uncovering pain, the better their chances of closing the business. However, their chances are improve… Continue