How do your customers go about deciding
what they need, selecting suppliers, evaluating their choices, budgeting, and placing an
order? How long does this process take, who is involved, and who makes the decisions? Why
do they choose your product or a competitor’s?
These essential questions are answered by
interviewing your existing, potential, and lost customers to determine what their process
is. Your Customer’s Buying Process is then documented and your customer’s needs
matched with your sales process.
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