Consultative Selling Helps Multiple Buyers Discover Needs In A Complex B2B Sale
Channel: VisionGroupConsult
Date: 2009-12-24

http://www.visiongroupmn.com
A discussion of a Business to Business complex sale and how you as a consultative sales person can help multiple buyers through a decision cycle. This narrated article discusses the initial discovery portion of the three phases of a complex sale. Helping the individuals in a buying committee create a vision of a solution based on value for their area, as well as the total company.

The 3 primary phases of making a buying decision are:
Discovery 
Evaluation
Commitment

http://www.visiongroupmn.com/consultative-selling.htm