It is not enough to convince buyers that a solution has value.
Sales professionals must be convinced that the solution satisfies three additional distinct qualifications which are the conceptual, transitional, and financial aspects of the solution.
These three factors mean that the challenge of building buyer consensus now has new dimensions.
In Richardson Sales Performance’s brief, The Three Layers of Building Buyer Consensus in Sales, we provide a concise, three-part framework sales professionals can use to drive stakeholder consensus across the conceptual, transitional, and financial factors of the solution.
In the brief we show:
- Why a collaboration plan is an effective tool for establishing “iterative consensus”
- How “perimeter stakeholders” can be brought into the sales conversation early
- What customer details must be learned to build the ROI case