Perfecting The Buying Experience

One of the biggest differentiators we can deliver is a first rate buying experience for our prospect. From the initial email reach out all the way through connecting them with the delivery team, post-sale. What do we deliver that other reps do not? The initial connection is paramount for creating a great first impression and setting the pace for an excellent buying experience. How we engage, our understanding of the prospect's business, our confidence, our questions, our 100% focus on the prospect, our listening, our empathizing, our ability to navigate our own team, pulling the correct levers, thinking creatively, the way we negotiate, our follow up notes which always add value, the way we handle concerns or even objections. If prospects can research our company and solutions online, what are we bringing to the table that they would not be able find on their own? Our approach and selling style can be that intangible that wins us more deals. What can we do better? How can we improve/perfect our prospect's buying experience?  

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