Establishing & Influencing Decision Criteria

Every buying team has a set of criteria that ultimately shape their decision about which solution to pick. Sometimes these factors are explicitly labelled, however often they are not! Expert sellers understand how to actively identify, shape and influence the criteria to put themselves in the best position to win:

Sales Competencies that your team will develop in this module:

Establishing & Influencing Decision Criteria

Stakeholder Alignment

Value Pyramid

Matching Solution to Pain

Judging level of indecision

Related content

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