Why alignment with buyers is critical for making sales

03/13/2013 | Sales Benchmark Index

Representatives will be more successful at making sales if they adjust their approach based on where their prospects are in the buying process, writes Dan Bernoske. Salespeople can help create this sort of alignment by offering insight, listening to what buyers say and observing buyers' behaviors. "Buyers don't care about your product. They care about solving their problems," Bernoske writes.

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