Through the years of selling to major accounts and assisting my clients in selling to major accounts or as we like to say today – business to business selling (B2B sales) – I have found five major or critical variables that impact the decision to buy or not. So today’s B2B Sales Tip is about How the Buying Decision is impacted.
The buying decision is a focal point for b2b sales people; we want to know who will make the buying decision so we can move forward in the sales process. Yet, these five critical variables continue to play havoc on our knowledge of how the buying decision will be made.
So, here are the Five Critical Variables to the Buying Decision…