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Buying today is complex, and customers need more than a solution — they need a coach.

Customers need someone who can help them surface their underlying challenges, build confidence in the relationship, and understand implementation.

In the brief, How a Sales Professional Becomes the Coach of the Buying Process, we explore the skills of a sales professional who can understand the customer’s perspective in what has become an increasingly taxing and emotional process.

We show how sales professionals can:

 

  • Address the full scope of the customer’s challenges
  • Right-size the customer’s expectations by developing a long-term perspective
  • Foster open communication that prioritizes collaboration

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